about Customer Intelligence
As a manufacturer, wholesaler or distributor, 80 – 90% of next year’s revenue will come from your existing customers. Knowing which customers are at risk of leaving, could be buying more or are true advocates of your brand is an essential part of a successful business.
To gain insight, you need to apply a customer health score to every account. You may already do this with a red, yellow, or green system
Customer insight is the understanding of your customer, based on their buying behavior, their experiences with you, their beliefs or their needs. Customer insights go beyond raw data or research, it is a multi-view of your customers derived from a strategic analysis of qualitative and quantitative data
Would you sell steak to a vegetarian? Nope, me neither. Selling products to customers who clearly don’t have an interest in what you have to offer is a waste of energy and precious selling time. But at what point, exactly, was it made clear that they don’t want what you’re offering? Without customer intelligence and analytics, you’ll never have the in-depth answers you need for approaching a sale, fully prepared