Many businesses are not clear who their customers are and why they buy from them; what their customers’ challenge are and how they can help. Yet if you fully understand the needs and buying habits of your target customers you can define the sales and marketing activities required to move contacts through the sales funnel; from cold contacts to loyal customers.

If you are one of these businesses and want some ideas on how to define your customer types and define your sales funnel then this short paper is worth a read.

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