Do Psychographics work in B2B Marketing & Sales?
MAY 24, 2009
I see an over-reliance by B2B marketers on industry classifications (SIC, NAICS, NACE, etc.) The point here is that the product, service, solution that a group of companies really want could be quite different from what the broader pack needs. The production manager may view him/herself as the de-facto COO with broader purview in the business, or the material planner may aspire to be the production manager.