Clearly understand which accounts should be paying more for the products they are already buying and how much they are willing to pay.
Find the customers that should be buying greater quantities.
Determine which customers should be buying other products in addition to those already purchased.
Focus on the accounts in each territory that will have the greatest overall impact on their target this year.
Know which customers are attrition risks before they leave.
Arm your reps with the right offers to increase the winning percentages in current opportunities.
Avoid over-discounting, long negotiations and deals that get pushed into next year.