Keys for designing Profitable Acquisition and Selective Prospecting Strategies. Abstract: The great majority of companies are immersed in indiscriminate, mass obtainment tactics of a short-term nature. The challenge is not to obtain customers at any price, but rather acquire them intelligently by... Continue reading

Abstract For decades, the product and its promotion have been the foundations on which companies have developed their sales strategies. Currently, there is a confrontation in the business world between policies that are oriented towards the product and strategies oriented towards the customer.... Continue reading

Making mistakes in the obtainment process leads to treating companies with very different returns at the same level. FedEx took note in order to better select its customers and attract the most profitable ones. Technical Data: Company: FedEx. Objectives: Raise customer profitability and... Continue reading

What is the use of having the best product or service on the market if you don’t know with complete certainty who will buy it and whether its commercialization will be profitable? Only a proper Segmentation Strategy can precisely determine which profiles to direct the offer to, with what... Continue reading

Abstract Churn is skyrocketing. Abandonment is no longer a phenomenon that affects only certain sectors and companies. Unviable strategies. Companies must not resign themselves to high churn rates. This strategy is as illogical as it is unallowable. Retention, more profitable than obtainment.... Continue reading