Phase 3: Targets
Differentiation extends to the approach taken to converse with the target. Before that approach can be determined careful profiling of individuals and companies within each audience segment across the offering adoption lifecycle needs to occur. The better you understand the specific psychographic attributes and behaviors of a segment, the more attenuation can occur with the offering in the marketing and sales process to compel individuals within that segment to act. At the same time individual profiling is occurring with the marketing team, company profiling is occurring by the sales team to isolate and understand their prospects.
