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.
More Subscriber-Only Resources From Our Library
-
Strategies and Tactics for Boosting Your Close Rates
Most B2B companies would like to improve their close rates. On nearly every sales research study ever conducted, something to the effect of "improve our win rates" shows up as a top priority or objective. But what are they really doing to make it happen?
View This Guide -
Step-by-Step Marketing Research for Strategic Selling
In this step-by-step tutorial, learn how to conduct marketing research---the only reliable way to gain the meaningful and actionable insights you need for effective strategic selling.
View This Tutorial -
The Right Way to Manage and Enable Change
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 -
Assessing Core Sales Skills in the Hiring Process
Relying on first-impressions, intuition, and gut-feel is just too risky when hiring salespeople today. This guide explores new options for infusing more objectivity and science into the process of finding good salespeople.
View This Guide
Come Join Our Next Webinar
Building Better Sales Coaches
Moving Beyond Cheerleading and Micromanagement to Improve Sales Performance
