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Sales: Targeting the Right Market? 8 Ways to Know

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http://www.thevarguy.com – When VARs fret that they aren’t getting enough sales they sometimes doubt the fit of the target market where they’re focusing their lead generation efforts. They wonder if the leads they’re getting are companies large enough to afford the VAR’s solutions. They wonder if there is enough mass interest to make it worth the resources invested for the number of leads generated. Under it all, their primary concern is that they may be targeting micro-segments that simply aren’t the best fit for their solutions and if they should give up and choose alternative markets to try. Before you give (IT news)