Three Conditions That Define a Market 1. The customers within the market all buy similar products. 2. The customers within the market have a similar sales cycle and expect products to provide value in similar ways. Your salespeople can shift from selling to one customer to selling to a different customer and still be very effective with little or no loss of productivity. 3. There is “word of mouth” between customers in the market, meaning they can serve as compelling and high-value references for each other in making purchases.
