“A while back I was in a meeting with a marketing leader of a Global 100 software firm. He shared a story about their new CEO at the time. The CEO asked 10 members of the executive team to write a list of their top-10 customers. Amazingly just 4 of the 10 executives got 5 of more of the customers correct! Their VP of Sales fared best, with correctly listing 8.
In the same meeting it was pointed out that the top-10 customers accounted for over 50% of their $300 million in revenue. The CEO immediately declared that, “we’re focusing on our customers first!” From that meeting they dubbed their new initiative as, “The Customer First Plan.” “
Extraordinary sales comes from recognizing that your best customers are usually your biggest. Wanting to increase your market share? Start with those strategic accounts that already know you and your products, seek to deepen the relationships and the results will be greater sales and higher profits.