Nonstop Sales Boom

CHAPTER 10

Entering the VORTEX: How to Build a Path to High Engagement and New Opportunities

In chapter 9, we focused on segmenting our customer base according to potential for growth, and identifying and removing from our customer base unprofitable customers with no potential for growth.

In this chapter, we will focus on growing the three customer segments—service, growth, and key accounts. Each segment does not require a separate growth strategy, because the core strategy is the same for all three segments: More engagement means more business. The deeper your relationship with the customers in those segments, and the more people you know within the customer organization, the more likely that you are going to perceive and create sales opportunities ...