Why Seek Overlooked Markets and Target Customers
It’s easy to overlook attractive markets in today’s fast pace world. Therefore, it is worthwhile to take a bit of time to seek overlooked markets since they can be easy to serve with little extra sales and marketing effort. Serving these markets will accelerate revenue growth and profits.
Targeting the right customers is also a fruitful effort. Not every customer is a good target, some are a better fit for the seller to pursue. Selling to every customers leads to long sales cycles, low win rates and uneven growth.
Buyers are driven by needs and have preferences. Armed with that knowledge helps companies to better serve and retain the right buyers. For example, Toyota knows its buyers want a reliable vehicle at a fair price.
Selling to the right targets brings shorter sales cycles, higher win rates and accelerates profitable growth.