Are You Selling to the Wrong Customers?
High returns, unprofitable accounts, and a sales team chasing anyone with a pulse—your targeting process is the problem.
Get Your Free DiagnosisDo These Sound Familiar?
"High returns and complaints"
Wrong products going to wrong customers. High return rates. Customer dissatisfaction.
"Unprofitable accounts"
Some customers cost more to serve than they generate. But no one knows which ones.
"Sales chases anyone"
No clear ideal customer profile. Team wastes time on bad-fit prospects.
"Margins vary wildly"
Some accounts are highly profitable, others are margin-negative. No systematic approach.
What's Really Happening
You have no clear customer segments or ideal customer profile. Your team is selling the wrong products to the wrong customers because there's no systematic way to match offerings to customer needs.
This creates three problems:
- Margin Erosion: Bad-fit customers require more support and generate less profit
- Wasted Effort: Sales team spends time on prospects who will never be profitable
- Missed Opportunities: Best-fit customers don't get the attention they deserve
How We Fix It
Analyze Customer Profitability
Identify which customers are actually profitable. Understand the true cost to serve each segment.
Segment by Profile
Create clear customer segments based on needs, behavior, and profitability. Define ideal customer profile.
Train Team on Targeting
Give your team tools to identify and prioritize best-fit prospects. Stop wasting time on bad fits.
Typical Results
Focused Sales Effort
Higher Margins
Returns & Complaints
Customer Satisfaction
Real Example: AriZona Beverages Territory
Retailers were receiving wrong product mixes. We segmented customers by store type, created targeted product mixes, and trained the team on systematic targeting.
Result: Territory grew from $90M to $120M (33%) in 18 months.
Read Full Case StudyReady to Fix Your Targeting Process?
Schedule a free diagnosis call. We'll identify quick wins you can implement in weeks 1-3.
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