20 May Learning to Profile Your Customer

Learning to Profile Your Customer

Simon Wallace | 20th May 2014

Learning how to profile your customer and prospects is one of the essentials of effective selling and key account management activity. Profitable sales require a mastery of the selling competency that includes being focused, effectively and efficiently using all sales resources that are at your disposal, namely your time and the organisation’s money and assets.

By identifying who and where your customers and prospects are, establishing how much and how frequently they are purchasing or potentially could purchase from you will allow you and your organisation to prioritise all efforts.

Customers and prospects can be graded in order of importance, typically by sales volume or by purchase frequency, and then the level of service for each can be fixed accordingly. Your best customers and prospects deserve most of your and your organisation’s time and effort.

To beat the rest, spend time looking after and converting the best!

About the Author

Simon Wallace is founder of The Whole Thing Group and passionate about performance improvement. Creative entrepreneur and trusted advisor to some great companies that are achieving great things.