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Bruce Merrifield, President — Merrifield Consulting

•competitive strategy •customer service •distribution management best practices •sales practices •expert interview •QPM •management strategies •Quantum Profit Management (QPM) •sales management •Distribution Personnel Training and Development •cost-to-serve math •cost-to-serve in distribution •High Volume Accounts •High Volume Accounts Report •efficiency •operational excellence

In this video, Bruce Merrifield of Merrifield Consulting and Randy MacLean of WayPoint Analytics reflect on businesses they've worked with who have embraced the new Enterprise Selling Model.

The transition to Enterprise Selling relies on good, measurable data, and involves moving from what you didn't know to using information to focus the accounts that make a difference in your territory and in your company's future.

Changing to a new model can be daunting, as it may feel like you're starting over. However, even if you are starting over, you still have the opportunity to be the first and best in your space, ahead of the competition. You're not taking a step back by becoming a beginner, but rather you start to take your process to a new, higher level.

Bruce offers an example of one of his clients getting their data together on their best account. With the profit that Bruce's client was already making from that account, he was happy to "audit" the account to identify waste or delays in the process. That effort not only improved Bruce's client's relationship with that account, but also brought in more business – nearly double – as the account asked what he could do with other business.

On the other side of the spectrum, with an account that just drains profit through a variety of unnecessary costs, Bruce recounts a situation where his client was able to offer that same sort of "audit" to the floundering account. With that information, Bruce's client was able to turn a profit drain into a winner, and now that account's business – which the client is part of – is growing 20% than before.

Randy also discusses how important it can be to initiate that conversation. Your account may be waiting for you to demonstrate a deep knowledge of the logistics behind these costs, and is looking for a willing partner in resolving those issues. They just don't know if that is you…

If you're the first to see this friction, on both your best and worst accounts, you can suddenly expand the conversation you have with your accounts beyond price for product. There are many points where you can tune-up your efficiency, reduce cost, and improve profit. But that opportunity is only there for the first on the scene.

These solutions offer you an opportunity to provide a win for everyone involved.

Audio file: merrifield4-03.mp3