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Article
| MIT Sloan Management Review
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Winter 2013
How to Identify the Best Customers for Your Business
by
Frank V. Cespedes, James P. Dougherty and Ben S. Skinner III
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Abstract
How can businesses achieve profitable growth so that their costs don’t grow faster than sales? This article focuses on scaling a venture’s sales process and provides a methodology for identifying core customers and some implications for governance criteria and potential product changes as well as sales management.