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Twenty Profiles of Buyers of Language Services
by Arle Lommel, Hélène Pielmeier
November 28, 2016
November 28, 2016

 
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Summary
When language services providers try to promote the virtues of their offerings, they often comment that finding the right individual to target can amount to finding a needle in a haystack. Yet, identifying the best entry points into a prospect can improve the efficiency and effectiveness of sales and marketing efforts. Doing so combines with broader market segmentation efforts to yield more effective and targeted sales.

CSA Research conducted a survey of 211 LSPs to examine information on their top three accounts. From that data we developed 20 client profiles. This brief details: five authority profiles based on the role of the contact’s within their organizations’ hierarchy; five functional profiles that focus on their business function; and 10 industry profiles that identify specific characteristics of buyers based on their industry. Use this data to understand who your likely buyers are, what they can expect from prospects, and how to identify new targets for your sales and marketing efforts.

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Pages: 13
 

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