In this course we examine the key strategies for boosting profitability by concentrating your organization’s sales effort through sales. We will start with a brief overview of the importance of knowing who your best customers are, what they buy and when they buy it.

This leads to a conversation about four categories of customer; high sales/high profit, high sales/low profit, low sales/high profit, low sales/low profit and the importance of encouraging customers that deliver profit high sales/high profit and boosting profitability by nurturing customers than provide high profit/low sales.

Then we explore making a judgement to expand your customer base by finding new customers with a similar profile to existing profitable customers. This course serves to examine how to work with and find new ‘best’ customers.