“Who is the customer?” It’s a great question, one that my managers liked to ask when I was a young sales representative. Like all great questions, it got to the meat of the matter with an economy of words that were impressive as much for their brevity as for their meaning. The customer’s identity is often far from obvious, and it’s why professional sales and marketing people obsess over it. The customer is frequently not the user, technician or curious tire-kicker, though these types can influence the decision.
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Subscriptions, Social and CRM
Posted by: Denis Pombriant March 13, 2013 05:00 AM“Who is the customer?” It’s a great question, one that my managers liked to ask when I was a young sales representative. Like all great questions, it got to the meat of the matter with an economy of words that were impressive as much for their brevity as for their meaning. The customer’s identity is often far from obvious, and it’s why professional sales and marketing people obsess over it. The customer is frequently not the user, technician or curious tire-kicker, though these types can influence the decision.