In a new paper (open access until April 30th) titled
New Research Helps Marketers Predict
Which Business Technology Prospects
Will Buy (and Which Won't)
marketingsherpa describes how behavioral-buying research an help companies (and their sales reps) to concentrate on 'buying prospects' and spend time and money for sales efforts more wisely. The research, methode and interview is from/with Indaba Research (Info-Tech).
You can use this segmentation technique in any business including hightech and service business (and publishing is - or should be - a service business!)
Until 30-Apr-2006 free access (later via SherpaShop)
If Indaba applies its finding to my request, they will send me their ePaper and not a rep ...