How shrinking your client list can often result in more revenue

Host of the Killer Media Sales Podcast Alex Whitlock can still remember when a boss told him that he needed to pass on some of his clients to a colleague. He was sure it was going to impact his bottom dollar, but what he didn't expect was that his earnings would actually increase. In this episode of Killer Media Sales, he joins co-host Russell Stephenson (who actually took on some of those clients) to explain how a bigger client list doesn't mean a bigger income. They explain why it is important to understand why a client isn't spending more, how to identify prospects for growth in your client list, and why listening is so important to ensure you are spending time on the right opportunities.