Growing turnover from existing customers – Three key ways of building sales in the customer base

  • Filling the gaps: Getting towards the ideal situation where “Most of my customers buy all the things they could use from our product range, all the time”
  • Using price increases effectively
  • Increasing the average number of invoice line

Developing new business РLow cost strategies and tactics to build new customers

  • “Neighbours” theory; selling to those close to existing customers
  • Using networking and social media effectively
  • Focused campaigns on narrow target market
  • Acquisition for their customer base or products

Sales efficiency – An introduction to improving sales performance

  • Measuring the strike rate
  • Understanding prospects needs
  • Qualifying the prospect


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