| Your customer
list is the best asset you have in your business to help you increase sales
and profits - and you're probably not using it! Using this list effectively
could help you to sell more to existing customers and find the right type
of new customers. The customer list is commonly regarded as an accounts
list and not used to develop the business.
Sales forces are told to open new accounts with no regard to the quality
of the accounts and the potential spend. The result is a massive list
of customers, half of which are inactive and unprofitable to service.
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