Subscriber-Only Express Guide

Already a subscriber? Login

Subscribe and get immediate access to this guide, full access to our research library, and much more...

Avoiding Mistakes in Customer Profitability Management

Five Common Mistakes to Avoid When Looking to Improve Customer Profitability and Lifetime Value

When it comes to actively managing customer profitability and lifetime value, there’s a lot to know. It’s a huge topic with a lot of different angles and dimensions. So, it’s easy to make mistakes. In this video guide, you will learn about:

  • The right level of accuracy to strive for in your measurements to avoid getting bogged down.
  • Why you should seriously consider using a segmentation model specific to customer profitability.
  • How to avoid myopia and pay appropriate attention to all of the various profitability drivers.
  • Prioritize your approach to avoid losing long-term customers in the interest of short-term gains.

This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Increasing Revenue Through Real Strategic Sales

    Real Strategic Sales Nar Splash

    It’s so easy to get caught up in the tactics of selling. But your sales strategy shouldn't take a backseat to the tactical to-do list. This recorded training session helps you get beyond the tactical and understand what real strategic selling is all about.

    View This Webinar
  • The Right Way to Manage and Enable Change

    Prosci Zilliant Splash 2

    How do you encourage, enable, and manage organizational change when the deck is stacked against you? In this in-depth interview, Scott McAllister and Suraj Mohandas share the quantifiable benefits of effective change management and expose the essential steps that are required to get it right.

    View This Interview
  • Exposing Your Differential Value Step-by-Step

    tutorial_exposing your differential value step by step

    From our best practice research, we’ve cut through the complexity of value-based selling to provide a simplified, step-by-step tutorial for understanding and exposing the differential value of your offerings.

    View This Tutorial
  • Seven Building Blocks of Sales Effectiveness

    guide_seven building blocks of sales effectiveness

    In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

    View This Guide