From Market Segmentation to Customer Segmentation: Opportunities for Competitive Advantage and Growth, Part 2

Buying cycle stages. To increase competitive advantage, find ways to better understand where prospective customers are in the buying process. Then target them more relevantly. By better meeting customers’ needs, you can generate traffic more cost effectively and increase sales conversions.

With the continued increased usage of the internet for research, comparison shopping and purchasing, targeting based on the decision-making process now is used by companies selling through one-step direct sales processes, not only multistep marketers.