It may also be helpful to analyze the budget you need to spend to sign a contract with your customers, or to renew contact with them. The idea is to calculate your Customer Acquisition Cost (or CAC).
During this analysis, you will realize that some types of customers cost more than others to convert (in terms of marketing and sales resources spent before signing a contract). It may then be interesting to see which ones cost the most or, conversely , which ones are “easier” to convert.
You can also conduct the same analysis with your customer loyalty namibia phone number data strategy, by calculating your Customer Retention Cost (or CRC).
This analysis can therefore give you indications on the types of clients who allow you to make “ quick wins ” (i.e. sign deals quickly, at a lower cost), or on the contrary, those who will take up more of your resources.
And perhaps, thanks to this question, you will also realize that there are also products or services that are easier to sell in your range of offers?
Which salesperson handled your customers internally?
The answer to this question can help you identify your “champion salespeople,” but also identify any potential needs for sales training or incentives for other employees.
And because being a good salesperson means building strong relationships with your customers, make sure you help your salespeople maintain those connections once the contract is signed. In this sense, implementing a cross-selling, up-selling, or contract renewal strategy can help you generate more revenue every year.
Have you based your customer portfolio analysis on these six questions? You're well on your way to finding your ideal customer segmentation and increasing your marketing and sales performance.
Last point: don't hesitate to cross-reference the different analysis and segmentation criteria below. In doing so, you may discover marketing and sales strategies you weren't aware of!
Need to go further? Check out our ultimate guide to customer portfolio segmentation, and start harnessing the power of your portfolio to generate more revenue for your business.