Everyone wants and needs sales to have a profitable and successful business. But, sales from the wrong customers can kill a business. If you doubt me, read Angel Customers and Demon Customers by Larry Selden and Geoffrey Colvin.
What should you look for? Basically, there are two options:
- Low hanging fruit — the most responsive, easiest sale, shortest sales cycle
- High value — the most lucrative, harder sale, longer, requires more thorough sales process so longer sales cycle
How do you decide who is right and who is wrong? [Read more…]