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The Muscle Behind the Marketing, Part 2

Dove Direct Weekly Highlights, The Muscle Behind the Marketing, Part 2, continues by looking at how and where to find customers.  If you want a consistent flow of customers you have to look at the bigger picture and ask yourself, who can and should be my target.  By understanding the complete value chain, your answers could be entirely different, depending on your industry.  Some of the common denominators that we have found from working with organizations of all sizes, from startups to Fortune 500s, as well as, growing and declining industries, can give us insight about prospects.

First, buyers, always have multiple levers, however, today’s target buyers are sensitive to three common purchasing decisions, while factoring in levers that have little to do with the offering.  Besides, Price, quality and availability, the seller must consider reachability, geography, and relationships.  

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