niche marketing

Experts Win on Value — Generalists Die on Price

“Experts Win on Value — Generalists Die on Price” is a quote by well-known marketing guru David Newman, who I think is a smart sales consultant. Similar to Seth Godin, Newman is right on the money when it comes to succeeding in today’s attention-deficit selling world. Newman contends that selecting a niche or specialty and […]

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Why Niche Marketing is the Best Sales Strategy

In my sales training classes, I ask students: “Is everyone your potential customer?” Many originators will say “Yes” but the truth is everyone is not your potential customer for the simple reason that every sales person has a sweet spot where certain customers and referral sources are a better match than others. Frankly, being a

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