Your account list is an asset, so utilize it! You should be working to maximize its value as account lists offer tremendous insight into customer-fit criteria, profitability issues and sales skills. The data nudges you to ask questions such as: Why is one customer loyal while another buys strictly on price? Who buys all the services you offer and who only buys one aspect? Why are sales declining with a customer who is experiencing growth in their market?
Additionally, account lists also tell you the average value of a current customer, how many new accounts were opened last year and how many customers were lost. You know who buys a large amount from your company and who buys little.
Check back Friday for more information on account lists and organic growth.
No comments:
Post a Comment