Companies often think their business would be healthier if they got rid of their "bad customers," but a customer who is difficult with one provider (e.g. always asks for discounts, doesn't commit over time) can act much more nicely with providers who they consider critical to their business. This is evidenced through a merger where two distribution companies compare customer lists and realize that one's best customer is the other's worst — in other words, a customer isn't good or bad, they just behave differently with different suppliers. So the key to business is not to get rid of the bad customers, but to become your customers' favorite supplier so that they build a long-term partnership with you.
>Believe it or not, most sane buyers want their top vendors in a product category to be reasonably profitable...only a fool puts the core of their business on an unsustainable supplier.
The trick is becoming that "top" vendor. Developing and aiming for that relationship is the job of sales. The term "incomplete sale" is mentioned/introduced, signifying sales that get the order but do not lead to long-term profitability.
The labels use the words “Rate” and “Size”, but I have no way of knowing which box is low/high rate or big/small size. Also, I might guess what “Margin rate”, means, but I have no idea what “Drop Size” means.
In any case the insight applies across industries, especially in enterprise sales.