Fragmentation in the Marketplace is continuing as the competition gets smarter too. Competitors are constantly looking for the competitive edge that will get them to their goals. Niche markets can provide high profit margins. Price has become a primary concern usually falling in the top priorities. Customers want to get to price early and sales pros want to get to price last.
Profitability is the name of the game.
It either generates profit or brings other benefits. If it does neither then it hurts the business. Sales Potential is shifting from the immediate sale to a series of ongoing long-term sales. Although initial profits may be lower the longer term approach allows for increased profitability by stabilizing sales and allowing for lower cost of sales. Organization provides a structure so return is maximized.