Video Episode #11

Concentrate on winning markets

11-Concentrate-on-winning-markets
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A market segment is a “cluster of customers with similar needs.” Most B2B companies fail to focus their resources on those segments that are winnable and worth winning. They don’t follow the #1 lesson of war: “concentration of force against weakness.” Instead, they spread their forces too timidly and evenly.

More in article, How’s Your Market Segmentation?

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