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Do you have the right focus?

from Adrian Davis

Typically, 80 percent of your profitability comes from 20 percent of your accounts. Yet, if you are like most businesses, you spread your attention across 100 percent of your accounts while you scramble to acquire even more. How many of your customers purchase little from you, yet are demanding in terms of the support and attention they require? At the other extreme are those customers who do a lot of business with you, but they exploit you. And then there's the right-fit customer. more

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