Customers, and potential customers, are not all of equal value to a company. The process of deciding who is more or less important for future growth is the process of Customer Segmentation (also called Customer Prioritization by some companies).
We have found Customer Segmentation to be the foundation of virtually all Sales Force Optimization and Sales Force Effectiveness initiatives. We recommend you make it top priority to address any concerns you have about your current Customer Segmentation approach.
Here are some key insights we gathered from our Customer Segmentation projects.