- Effectiveness shoppers want to do more with the same resources
- Efficiency shoppers want to do the same with fewer resources
- Economizers want to do less with far fewer resources
As we continue evolving toward the new economy, all buyers will be fully entrenched into one of these behaviors - but on an opportunity by opportunity basis, not for all of their purchases.
So, if a company is not able to address sales opportunities in this fashion, it will not be ready for the different colored light that is now visible at the end of the tunnel.