Segment by how customers buy, not how much they buy

“We know which customers matter most. We just don’t win them the way we should.”

Is something we often hear from clients, and this comment sums it up well. Potential tells you where the money is. It doesn’t tell you how to win it. To do that, you need to understand how the customer really buys. At Mercuri, we call this the customer’s buying logic.

This article uncovers:

• Mercuri’s customer buying logic
• The four buying logics
• The hidden cost of semicomplex deals

… and much more in the article below written by Mercuri’s expert, Henrik Frohm, MD of Mercuri International Sweden.