“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.
© Copyright Bryant Nielson. All Rights Reserved.