Demo Quantifies Opportunity. Psycho Makes the Sale.
November 6th, 2008 Posted by Proteus B2B Contributor B2B Marketing 0 thoughtsWhen assessing a market opportunity, most marketers start with profiling their potential customers based on objectively determined variables called “demographics”. A simplistic winnowing would include who they are, where they are, what they do, and their scope. Again as we know, a second profiling approach is through “psychographics”, which goes beyond demographics to examine how customers think, why they think it and, most importantly, what they will do as a result. (more…)