In order to be profitable, you need to know which clients (or partners) you should spend your time with and which ones you should let go. In fact, in some cases, it might be best to let a client go so you can spend your time and other resources on a more lucrative account.
In this post, one of my favourite sales gurus, Colleen Francis, explains how her Sales Leader Classification System can help you determine which clients have the potential to benefit your business most. This model aligns so closely with our Partner Value Model that we thought you’d find it interesting to read a different perspective from a similar school of thought.
Playing Favorites: Which Clients to Focus on and Which Ones to Let Go