http://www.salesresources.com/ SalesResources.com is a free sales training portal. http://www.salesresources.com/images/saleslogo.gif http://www.salesresources.com brian@salesresources.com en-us http://www.salesresources.com/articles/article.cfm?ID=1743 Firms too often try to treat all clients equally well - whether the client warrants it or not. Without a client segmentation schema, there are no ground rules to avoid this problem.

Firms tend to overly focus on the short term (quarterly at best). By over deploying resources on opportunistic (and often new account) pursuits, too few resources are spent on more strategic accounts.

Compensation plans, by and large, are inconsistent with the goal of strategic, s]]> http://www.salesresources.com/articles/article.cfm?ID=1743 Fri, 31 Dec 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1739 http://www.salesresources.com/articles/article.cfm?ID=1739 Wed, 29 Dec 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1700 http://www.salesresources.com/articles/article.cfm?ID=1700 Mon, 18 Oct 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1703 http://www.salesresources.com/articles/article.cfm?ID=1703 Mon, 18 Oct 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1657 http://www.salesresources.com/articles/article.cfm?ID=1657 Mon, 23 Aug 2010 12:00:00 CST