Segmentation and Grading offers a way to understand your customers’ unique needs, behaviors and economic value. The differences between customers must be considered so the delivery of value is relevant to customers’ needs, as well as to ensure that the investment in those customers matches the expected return. Learnings in this session will yield a more effective and appropriate sales and marketing investment.
Participants will better understand:
1. how to apply segmentation, grading and value-based customer contact.
2. the need to be customer-focused as well as introducing tools to implement that focus.