CHAPTER 9
Who Wants More? Discovering the Best and the Worst of Your Current Customers
Not all current clients are created equal nor should they be treated as equal. Your ability to create a Nonstop Sales Boom relies on your ability to classify your clients correctly so you can manage your ROI profitably. Far too often I see sellers spending their valuable time with clients who are not profitable or who are not in the Growth quadrant.
This is a shame because it’s so easy to fix.
You must play favorites! While for some of you that feels like heresy, for perpetual sales boomers it’s the norm. Let’s be honest, some clients are never going to grow and some clients are vacuuming up the profits from your business faster than a Dyson! Yet, other current ...
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