SALES / CUSTOMER MANAGEMENT: Investing in the Right Places to Build Profitable Growth From Key Customer Relationships

By Glenn Busby, President & Partner, SPG Management Consulting Our trade spend is going through the roof.  I hate selling to that customer.  We have no idea how profitable one customer is compared to another.  There is too much variation in our pricing.  Every sales team wants more resources, but where should I invest?  Should […]