All Sales Strategies Articles

Psychographic segmentation is a classification of customers by beliefs, attitudes, and values. It’s best for companies whose customers’ values, like honesty, are more important than income or ZIP code. It’s great for tailoring product messaging or positioning to align with customer mindsets. Costs are generally higher for psychographic segmentation because data is harder to capture….

Lifestyle segmentation is a categorization of target audiences by how they live, which includes activities like healthy eating, staying active, and participating in sports and other hobbies. It’s best for companies whose customer lifestyles drive their purchasing decisions like shoe purchases for active moms. Benefits include customized messaging and better rapport-building, which increases sales. If…

Customer segmentation is a strategy for grouping customers based on similar characteristics like location, market, demographics, or value. It helps sales organizations identify commonalities among those accounts and can provide insight on which businesses to devote time and resources to, allowing them to focus their efforts where they will be most effective. Using a customer…

Business-to-business (B2B) sales is the process of selling to another business instead of to consumers. In general, it includes a more involved relational and consultative sales process, along with a longer sales cycle, as opposed to the transactional sales process that is more common with business-to-consumer (B2C) sales. How Business-to-Business Sales Works B2B sales works…