This episode, I’m joined by the Managing Partner at Empirical Consulting Solutions Bill Morrow to discuss customer stratification, why your highest-paying customers might not be your best clients, and how to work out who your high-value customers really are.
Bill Morrow is a Managing Partner at Empirical Consulting Solutions and has extensive expertise in identifying hurdles preventing growth, aligning sales to the vision and goals of the company, and driving results through a clear strategic path.
Bill has over 20 years in sales leadership roles and has successfully turned around and achieved new revenue goals over 25 times. Here are a few of the topics we’ll discuss on this episode of Cache Flow:
- The origins of coworking and a few bits on WeWork.
- Deploying capital during an uncertain market.
- How to access portfolio companies of investment firms.
- Different sales channels and which are the most effective.
- How to do outbound sales in a way that resonates with your prospects.
- The challenger sales model.
- How to consult your way into new sales.
- What is customer stratification.
- Why your top customers might not be your best clients.
- How to work out who your high-value customers are.
Resources:
- Empirical Consulting Solutions
- Regus
- WeWork
- The challenger sales model
- The Five Dysfunctions of a Team
Connect with Bill Morrow:
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