One of the most common mistakes in sales?
Thinking that all clients have the same priority.
In reality, one of the most important skills for a sales team is the ability to correctly select and segment the market.
Not all prospects generate the same return.
Not all clients deserve the same level of investment.
That’s why many organisations today work with criteria such as:
- potenziale di spesa
- expected margin
- rischio commerciale
- valore strategico
True commercial efficiency happens when time, resources and skills are concentrated where they can generate the greatest impact.
Selling better also means choosing better.
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