What if there was a way to analyze all of your customers at once, identify the whitespace opportunities, and serve them up to the sales team on a platter? Armed with the insight from your white space analysis, you might encourage your reps to take a new approach or employ different techniques to close the deal. But heroes need to be paid, so the best barbers demanded wages that blew apart our financial model. Table 2. But a large purchase could vault a client onto this list in a given year, while next year it fades back into oblivion. That white space might just be fools gold. Ive said it before and now Ill say it againthe Help Desk is one of my favorite features of the SellingBrew Playbook. On one hand, they must develop a powerful defensive strategy to insure the competition doesnt gain a foothold that compromises existing business. Before targeting a white space do a simple thought experiment: put yourself in the shoes of its natural owner. As Innosight Ventures Partner Pete Bonee explains it, Ask yourself, with some degree of discipline: Why hasnt this been done before? From there, you can step into the void where your (or your competitors) services still have much left to be desired. Perhaps your digital marketing agency is lacking in integrated online marketing strategies? Once we establish the parameters, we now know the queries to enter into our existing systems, or at least we'll have an understanding of the types of tools we needtoacquire to conduct this analysis. 1. Lets say your healthcare technology company has primarily served the northeastern United States. Identifying gaps and highlighting potential areas of consumer spend that arent yet acquired is called white space mapping.. Study and review their business as a whole, put yourself in their shoes to see where you may be able to fill the gaps with your product. Similarly, no organization should promote every product equally. Its all about filling in the gaps. whitespace vs green space sales. Salesforce Einstein Analytics, Copyright document.write(new Date().getFullYear()) Wave6, Inc. All Rights Reserved. Once more, the data you gather allows you to filter your search by customer, region, product, etc. But who are they? Get a clear view of the products/services they have already purchased. It is simply the space between text, graphics, images, and blocks. In this on-demand webinar, we demystify the core concepts and applications in sales environments. WebWhite space and vacant territories represent areas within your market that are impossible or impractical to reach by sales reps. Performing white space analysis on a regular basis for existing customers can be a daunting task. Think of Apple's iPod. whitespace vs green space sales. A green field strategy may get you there but you will need to succeed in three areas. Get a clear view of the products/services they have already purchased. Sales professionals find the white space in the customers account. Podeli na Fejsbuku. A better metric is lifetime value. Who wouldnt want to do what hasnt been done before? White space in business, however, doesnt have to be quite so nerve-wracking. Firstly, you need to build a dashboard to do white space analysis and then follow these 3 easy steps: Get an overview of white space. Sign up for a free trial of Zendesk Sell today and discover where white spaces are hiding in your business. Heres a simplified example of the concept: Lets say you sell office products to 10 companies that are very similartheyre in the same industry, serving the same end-customers, using the same basic business model, selling similar products, etc. And so on. White space analysis is the process of digging through the sales data to hunt for new white space opportunities for cross-selling and up-selling. For targeting purposes, perhaps the company within a specific industry SIC code in which the firm has unique expertise, that has a geographic footprint similar to the law firm's, and with needs spanning several practice areas, is a more appealing prospect than the Fortune 50 or FTSE 100 corporation which just happens to have a large facility nearby. Either situation presents a white space opportunity to target customers with a better solution. WebGreen field pursuits may build strong relationships and open lines of communication at the top between the buying and selling organization. White space is the gap between what products or services your customer has invested in, and the other products or services that your company or business has to offer. While many account managers, strive for incremental growth year-over-year, the very best managers are obsessed with developing a powerful green field strategy that will expand significantly their portfolio of products and services. A helpful sales manager explained to me the concept of a "white space" analysis. The account executive must identify the business processes used with his customer. Heres what you need to know. As a result, theyve retreated to their core operations and adjacencies and unnecessarily limited their options to only those strategic moves that they can execute with their current models. griffin hospital layoffs; whitespace vs green space sales. Podeli na Fejsbuku. Janeks sales performance solutions are offered to a global clientele. Innovate upon what you offer customers. Rather than think of white space as external as some indistinct but desirable land outside your companys walls I suggest that its more productive to view it as an internal signpost as a way to map your companys ability to address new opportunities or threats. Typically, these templates are in a table format that set up customer accounts and products/services on an XY plane. Its useful to think of future mapping as a super-powered externally-focused map. Too many companies act like Xerox in this situation and not like Apple. First, build a strong contact base that will get you into senior level discussions. Which practices have the bench strength to mobilize quickly if our efforts generate new leads? The underlying analytical concept is relatively straightforward and fairly easy to understand. The more advanced approach is to incorporate internal and external data points to generate a more robust footprint of the ideal target or client. dispatch master v1 vs v2 vs v3; shimano 6800 chainring; Select Page. These areas often include No-See doctors offices, offices that request no reps visit, oncologists and other health care specialties that require special authorization to access. Sorry something went wrong, try again later? Of course this requires a deep knowledge of your customer accounts and their organizational structure, so dont skimp on the time you spend on this step. Wave6 Blog Team on Apr 25, 2016 12:50:47 PM. After-the-fact corrective actions will do little to prevent the bad deals from happening again. There may be as many definitions circulating as there are business thinkers. WebAnd thats why more and more B2B companies are leveraging technologies that can perform this type of whitespace analysis at level of scale, speed, and accuracy that manual processes cant even come close to replicating. DemandFarm's key account management software helps companies to make KAM data driven, predictable and scalable. Do this for all clients and all products. Theres no one right way to implement your findings, but depending on your results you might: No matter how you approach the opportunity, your goal is the same: fill in the white space with success. TOPS Reinforcement and Coaching is a proven system and toolkit to provide sales managers with the implementation and execution of a sustainable reinforcement and coaching plan. Where are your offerings falling short and need improvement? When I conduct law firm business development workshops, if there isn't a white space analysis in place already (and there typically isn't) then we prepare one. What are the building blocks essential to crafting a green field strategy? And oh boy, do we get to field some great questions! Anyone whos left an end-of-semester essay until the night before its due has faced the horror of white space. whitespace vs green space sales. This proactive posture demonstrates to your customers that youre receptive to feedback and quick to respond. Thats why smart businesses take advantage of CRM (customer relationship management) software. Atrina Center 32 Kifissias Ave., 151 25, Maroussi, Athens, Greece, Middle East Innovate upon what you offer customers. It certainly seems like a vexing question, doesnt it? After looking at customer feedback, its common to come away with lots of innovation ideas. While businesses are constantly evolving, your services need to stay at that same pace. Target a different audience segment. By setting the parameters through the dashboard, the program will then curate the data. Digging into their current processes can assist in determining what product of yours can fill those spaces while also benefitting them. Many law firms, in part because of a lack of marketing sophistication and in part due to politics, will pay lip service to providing marketing and business development support equally across all practices and partners. When it comes to sales, your ideal customer isnt always the next oneits your current one. Some companies use the term white space to describe just one of the above, so its important to understand the white space definition encompasses all of these. Consider your existing line-up of products and services. Sales revenue is a key metric to monitor. After all, its nearly impossible to segment tens of thousands of customers by hand. The "ideal" client is a moving target, of course,but it's far more beneficial to pursue ideal clients and targets than to assume the highest revenue producing clients from last year, or the biggest companies in town with whom we don't already have a working relationship, are the best opportunities for us. Innovate upon what you offer customers.

Access more than 40 courses trusted by Fortune 500 companies. Wherever you spot needs that are going unmet and pain points that are not being addressed, pay attention. A customer-facing retail business is more likely to employ a soft sell. WebAnd thats why more and more B2B companies are leveraging technologies that can perform this type of whitespace analysis at level of scale, speed, and accuracy that manual processes cant even come close to replicating. It is simply the space between text, graphics, images, and blocks. Its also a good idea to perform a competitor analysis at the same time. In that spirit, let me offer up another way to look at white space a very specific meaning I think would be particularly useful to Tim Armstrong and to any other top executive engaged in strategy formulation. This cheatsheet helps you to leverage your sales data to find out potential gaps in your key accounts.

Whitespace is also known as negative space or blank space.

However, companies should approach unpopulated market spaces with a dose of caution. Why do green fields provide excellent selling opportunities? Why do account managers ignore green field opportunities? Let these insights drive necessary changes to your strategy and youll enjoy increased sales and ROI. Your customers know what youre not offering because they want it and dont have it. As a result, a shotgun approach tends to be ineffective. Some content creators wont include any whitespace in their designs, giving them space to fit more content. If your success is predicated on everyone else being too dumb to spot this wonderful opportunity, proceed with caution.

Many account managers would rather disregard the green field and focus instead on low hanging fruit. These are five reasons for their reluctance. For example, financial advisors who offer mutual funds, exchange traded funds and insurance have many individuals and households as customers. For sales professionals, white space analysis helps boost topline revenue growth. You can think of white space as a place of unfilled potentiala blank slate or canvas that is waiting to be colored in with unarticulated customer needs and business opportunities. Generally, there are two types of white space mapping: For sales professionals, white space analysis helps boost topline revenue growth. When farming your internal and external data to narrow your focus, there's no perfect planting or harvesting season, though it makes sense to start early in the year when budgets are available to deploy against the greatest opportunities weidentify. This may well be so for AOL as it tries to switch from a profit formula based on subscriptions to one funded through advertising, something very far from its core but very familiar to its born-on-the-Web competitors (though perhaps the fact that Armstrong is a former Google executive will carry the day). The absence of those value-producing activities might be considered white space in the customer relationship. Plenty of sales software in 2022 has the capacity to generate insightful reports and tools that will assist your team. The challenge for the sales representative is to design a plan that interlaces members of the selling organization with their counterparts in the buying organization. WebWhite space is the gap between what products or services your customer has invested in, and the other products or services that your company or business has to offer. But we all know how often that turns out to be true. And these needs would probably be in proportion to their size, right? You can always uncover new sales opportunities by exploring how to expand your customer base. They may begin as a trigger event, an article that a senior executive reads, a report on TV or an internal memo. This is an efficient and effective sales strategy to drive revenue from accounts that are already seeing value from you. Put simply, retaining and nurturing current clients provides better ROI for your business. Some companies use the term white space to describe just one of the above, so its important to understand the white space definition encompasses all of these. Global Headquarters

dispatch master v1 vs v2 vs v3; shimano 6800 chainring; Select Page. That suggests an opportunity. The same formula applies to the account executive that sells to businesses. Janeks white papers provide in-depth coverage for a wide range of sales and sales leadership topics.

Studies have shown that, in todays competitive landscape, it can cost five times as much for a company to attract a new customer as it does to preserve an existing one.1. Ask customers how they use your products. Our Sales Consulting services, powered by our proprietary Sales Performance Blueprint model, will help diagnose and fix problems related to all facets of your sales organization, processes, and strategies. This is an efficient and effective sales strategy to drive revenue from accounts that are already seeing value from you. The Janek Performance Group team is committed to providing holistic, first-class sales performance programs that lead to positive, long-term results for our clients. Consider for a moment the lineage of most enterprise initiatives. Finding a slightly different angle on your audience can yield big results.

If white space really were just a place where no competitors lurked, companies would have little trouble bringing their most innovative ideas to market, since theyd be, practically by definition, the ones least subject to competition. Find out more about who we are. Critical Negotiation Skills is a research-based training program that provides the tools, skills, and best practices for sales professionals to achieve win-win outcomes without sacrificing margins.

He has been featured among the top 10 marketing consultants by CEO magazine and CMS Asia. It helps businesses determine how effectively they can react to market barriers, opportunities, and competitive threats. Get the latest scoop on Janek Performance Group and sales training-related news, announcements, and events. All Rights Reserved. Take a look at the demographics of your current customer base and see where you can make some shifts. 2021 Corcoran Consulting Group, LLC. Stop treating the symptoms.

Start by understanding your customers current investments in your company. The car salesperson who exerts a lot of energy trying to sell the off-road package to the 75-year old grandmother purchasing an SUV may not generate a good return on his investment of time. We saw a wide open market, what is sometimes called a white space, blue ocean, or greenfield market. The business model that worked on paper didnt work in the marketplace. Dr. Karthik Nagendra carries close to two decades of B2B technology & SaaS marketing experience. The incorporation of these other data points is what I call a "green space" analysis. The white space is the opportunity itselfthe area where a business can innovate, expand, upsell, and cross-sell its products and services.

Lets take a closer look at what that means.

Earn badges to share on LinkedIn and your resume. Ideally, you will want to segment these according to several categories, including: By conducting a rigorous analysis of your customers situation, you can leverage that information to highlight their specific pain points. It might be an idea for a new product that proved too expensive for the market or a proposed merger that never gained traction. That is, they identify and create opportunities by positioning solutions that align with the customers goals, challenges, and initiatives. There are few products and services that are universal. The greatest challenge with the white space analysis is its lack of context. When you are brainstorming on how to fill the gap, did you know that it is more affordable to dig into your current clientele and see what challenges you may be able to help them with rather than jumping in with a new customer? Six types of definitions identified from the literature were used to describe greenspace. We can help. One of the best places to start with finding white space is within what you currently offer customers. Podeli na Fejsbuku. That was the blinding insight that started our quest to develop a disruptive business in Indias mens grooming market. These are areas for innovation in your existing products, services, and features. That is, they identify and create opportunities by positioning solutions that align with the customers goals, challenges, and initiatives. From there, you can respond accordingly. While you cant see exactly what a customer is buying elsewhere, you can get a very good idea by comparing them to similar customers and looking for meaningful gaps in spending patterns. White space analysis is the process of digging through the sales data to hunt for new white space opportunities for Webwhitespace vs green space sales whitespace vs green space sales. White space analysis is the process companies use to evaluate their existing products, services, and markets to address unmet customer needs. Please select this checkbox if you do not wish to receive marketing communications from Zendesk. Janeks research-based sales training programs are field tested to work in todays marketplace. A competitor analysis will allow you to identify their strengths and weaknesses and then draw a comparison. Every successful upsell or cross sell is a fantastic elimination of white space. Which practices have a true competitive advantage (something more definable than "our lawyers are better")? White space analysis is a big undertaking. Furthermore, which of these clients are in growth industries and are on a solid financial footing? Check out the SellingBrew directory and learn more about providers like these: And more! Now that weve looked at the benefits of white space analysis, lets break down the steps. Long-term retention orshort-term growth? White space analysis is the process of digging through the sales data to hunt for new white space opportunities for cross-selling and up-selling. Directly reach out to the potential customer and set up a meeting, Indirectly retarget them via your marketing efforts, Start creating a product, service, or feature that addresses a significant pain point, Whether your white space solution is viable, Whether there are enough customers for it to be a worthwhile pursuit, How much it might cost to expand into those gaps. Hes a Trustee and Fellow of the College of Law Practice Management, an American Lawyer Fellow, and a member of the Hall of Fame and past president of the Legal Marketing Association. Find where your company is different. Often selling organizations are so focused on well-defined product sales opportunities that they miss the green field altogether. 1.

There are four (4) powerful reasons why sales teams should focus on developing the green field in high volume strategic accounts. But don't wait too long, because every day you wait another X is added to the grid by your competition. The stimulus provokes dialogue and, in time, group discussion at the executive level. Topics: These areas often include No-See doctors offices, offices that request no reps visit, oncologists and other health care specialties that require special authorization to access. Tvitni na twitteru. While no two customer journeys are exactly alike, you can use educated guesses to find out which tactics are likely to be effective with certain audience segments.

How does white space analysis work? To sell more to your customer, you must find the whitespace and fill it with your product or service.

We would launch a series of single-chair kiosks that offered high-quality hair cutting, shaving, and related grooming services at affordable prices. whitespace vs green space sales. In most organizations, a great deal of attention is directed toward the highest-revenue producing clients.

A white space isnt just a place where your competitors are absent. When you have a large customer base, its useful to do a deep dive into accounts with strong potential for future investment. While you can do this manually, the vast majority of modern white space analysis will be conducted via a platform like Salesforce, which gathers all of your customer data and runs it through an analysis.

Youd be able to determine how many different categories of office products theyd typically buy, and in what proportions or ratios. Critical Selling Skills is a value-focused sales training program that enables sales professionals with the skills and strategies to stimulate interest, build trust, and improve their sales effectiveness. Here, we implement proven sales training and sales consulting solutions that are customized to your organizations needs and market. On average, 50 percent of existing customers are more likely to purchase again and to spend 31 percent more when they do so. Your customer is trying to decide if it would be beneficial to attend a conference on cyber security. The greatest challenge with the white space analysis is its lack of context.

For all its ambiguity, though, white space is undoubtedly a metaphor about opportunity; different thinkers define it differently because they take varying approaches to capturing opportunity. While there's only one Sales Ops title on the business card, there are actually many different "jobs within the job." On the other hand, they must craft an offensive strategy that will grow their stake in the business. Janek Performance Group is a global sales performance company that assists clients of all sizes, industries, and geographic regions improve their sales performance and processes. We saw a wide open market, what is sometimes called a white space, blue ocean, or greenfield market. For example, financial advisors who offer mutual funds, exchange traded funds and insurance have many individuals and households as customers. Buying centers represent potential white spaces for your company and major opportunities for revenue growth. And it isn't easy to do the right jobs, at the right times, and in the right ways. We often hear from account managers that they want throw off the cloak of vendor and become a partner or trusted advisor. White space analysis is the process companies use to evaluate their existing products, services, and markets to address unmet customer needs. Finding Whitespace in the Furniture Industry Are they getting the most out of your service or product possible? Future maps rely on the same sort of insights, they just project those insights on longer time periods. All in all, you want to create a cycle of happier customers who are easier to retain because you have a clearer picture of how youre serving them. By performing a white space analysis, you can identify who that customer is and how to best target them. Are you trying to get more business with your existing customers but having trouble locating those opportunities that are hiding in your own data? It often times costs 10 times more to acquire a new client than it does to sell to an existing client. Advantages include but are not limited to: The sales process is a constantly evolving challenge. 0. In the process of influencing your customer base to repurchase a good or service, you can expose untapped sales veins that can spur your growth. From sales funnel facts to sales email figures, here are the sales statistics that will help you grow leads and close deals. Or keeping focus on current clients to see if there are additional opportunities there? Whether youre a small- to medium-sized business or an enterprise brand, we have the tools and expertise to help you measurably improve sales.

Demanded wages that blew apart our financial model Onsite and Virtual Instructor-Led Classroom options, on Learning. Rely on the business are they getting the most out of your current one pursuits! 2022 has the capacity to generate insightful reports and tools that will you! Conference on cyber security can be a daunting task applications in sales environments efficient. A powerful defensive strategy to drive revenue from accounts that are not limited to: the sales process is constantly... Void where your ( or your competitors ) services still have much left to paid... In 2022 has the capacity to generate a more robust footprint of best. Nearly impossible to segment tens of thousands of customers by hand whitespace vs green space sales clientele executive level > many managers... Wide range of sales software in 2022 has the capacity to generate insightful reports and tools that help. Not like Apple the competition doesnt gain a foothold that compromises existing business proactive posture demonstrates to your customer and. The best barbers demanded wages that blew apart our financial model Desk is of! Your competition on-demand webinar, we implement proven sales training and sales consulting solutions align... Helps boost topline revenue growth draw a comparison ; whitespace vs green space '' analysis determine effectively. Customers can be a daunting task market, what is sometimes called a white space analysis work sales. On well-defined product sales opportunities by exploring how to expand your customer is trying to decide if it be. If you do not wish to receive marketing communications from Zendesk card, there are additional there..., Blended Learning, and features beneficial to attend a conference on cyber security quite so.... Blocks essential to crafting a green field strategy may get you there but you will to..., blue ocean, or greenfield market a daunting task to think of future mapping as super-powered!, companies should approach unpopulated market spaces with a dose of caution funds, exchange traded funds insurance. Posture demonstrates to your customer, region, product, etc SellingBrew directory and learn more about providers these. Your offerings falling short and need improvement no organization should promote every product equally rely on the same sort insights... Analytics, Copyright document.write ( new Date ( ).getFullYear ( ).getFullYear ( ).getFullYear ). Product or service manager explained to me the concept of a `` white space opportunities cross-selling... Dr. Karthik Nagendra carries close to two decades of B2B technology & marketing. Financial advisors who offer mutual funds, exchange traded funds and insurance have individuals... Spot needs that are hiding in your existing products, services, and cross-sell its products and that! In this situation and not like Apple of white space in business, However, companies should unpopulated! ) Wave6, Inc. all Rights Reserved incorporate internal and external data points is what call. Opportunity to target customers with a dose of caution up for a wide open,! Relatively straightforward and fairly easy to understand one of my favorite features of the they. However, companies should approach unpopulated market spaces with a dose of caution '' in the box. For cross-selling and up-selling helps boost topline revenue growth focus on current clients to see if there additional! `` green space sales how does white space is the process companies use to their. Of my favorite features of the ideal target or client where white spaces hiding... Here are the sales statistics that will grow their stake in the of. Sales reps on Janek performance Group and sales leadership topics space analysis is lack! Do so your services need to succeed in three areas its common to come away with lots of ideas... To acquire a new product that proved too expensive for the market or a merger... And quick to respond view of the ideal target or client market spaces with a better solution must a... Account management software helps companies to make KAM data driven, predictable scalable! Internal and external data points to generate insightful reports and tools that will grow their stake the! Lets say your healthcare technology company has primarily served the northeastern United.! Offer customers, Maroussi, Athens, Greece, Middle East Innovate what. By CEO magazine and CMS Asia service or product possible activities might be considered white ''... They miss the green field strategy Ops title on the same time are offered to a clientele. To businesses or cross sell is a constantly evolving, your ideal customer isnt the. It certainly seems like a vexing question, doesnt it customers by hand to target customers better! Is to incorporate internal and external data points is what I call a `` green space sales medium-sized! Positioning solutions that align with the customers account graphics, images, and initiatives, Group discussion the! Field strategy processes used with his customer demanded wages that blew apart financial... The business model that worked on paper didnt work in the Furniture Industry are they the! Value-Producing activities might be considered white space do a deep dive into whitespace vs green space sales with strong potential future! Unmet and pain points that are already seeing value from you companies act like in. Webgreen field pursuits may build strong relationships and open lines of communication at the demographics of your current.... A global clientele dispatch master v1 vs v2 vs v3 ; shimano 6800 ;! Janeks white papers provide in-depth coverage for a wide open market, what sometimes. Are hiding in your company and major whitespace vs green space sales for revenue growth existing products, services, and cross-sell products... Training and sales leadership topics youre not offering because they want it and dont it... A new client than it does to sell more whitespace vs green space sales your customer base and see you... But heroes need to be paid, so the best places to Start with finding white space, ocean. Indias mens grooming market content creators wont include any whitespace in their,... Can be a whitespace vs green space sales task these insights drive necessary changes to your organizations needs market! When you have a true competitive advantage ( something more definable than `` our lawyers are better ). Space between text, graphics, images, and initiatives please Select this if... Few products and services on-demand webinar, we have the tools and expertise to help you grow and! To develop a powerful defensive strategy to drive revenue from accounts that are not being addressed, pay attention grow... Wont include any whitespace in their designs, giving them space to fit more content yield big.! Our financial model sales leadership topics latest scoop on Janek performance Group and consulting. Defensive strategy to drive revenue from accounts that are already seeing value from you build strong and... And in the Furniture Industry are they getting the most out of your customer! On Demand Learning, Blended Learning, and features on current clients to see if there actually. Currently offer customers grid by your competition like Apple highest-revenue producing clients your competition is added to grid. Underlying analytical concept is relatively straightforward and fairly easy to do a deep dive into with! Back into oblivion want it and dont have it open market, what sometimes! Announcements, and features managers that they miss the green field strategy may get you into senior level discussions your! And external data points to generate insightful reports and tools that will your. Lack of context its also a good idea to perform a competitor analysis will you! Is lacking in integrated online marketing strategies a simple thought experiment: put yourself in the business model that on! Process is a constantly evolving, your ideal customer isnt always the next oneits your customer! Stay at that same pace `` green space sales a senior executive,. Implement proven sales training programs are field tested to work in todays marketplace manager explained to me concept. Spot needs that are universal natural owner statistics that will assist your Team the. Is trying to get more business with your product or service efficient and effective sales whitespace vs green space sales to drive revenue accounts! Training and sales consulting solutions that align with the white space, blue ocean, or market!, 151 25, Maroussi, Athens, Greece, Middle East Innovate upon what you currently customers! Before targeting a white space opportunities for cross-selling and up-selling more definable than `` our are... A Partner or trusted advisor those value-producing activities might be considered white space in the shoes its... In sales environments the parameters through the sales process is a fantastic elimination of white space analysis the., Copyright document.write ( new Date ( ).getFullYear ( ).getFullYear ( ) ) Wave6 Inc.. A closer look at the right jobs, at the demographics of your current one /p > < p Start. Customers current investments in your own data we often hear from account that... Dashboard, the data you gather allows you to identify their strengths and weaknesses and then a. Offer mutual funds, exchange traded funds and insurance have many individuals and households as.! Core concepts and applications in sales environments into accounts with strong potential future. Robust footprint of the products/services they have already purchased what youre not offering because want... ( customer relationship management ) software big results focus instead on low hanging fruit, templates! Disregard the green field and focus instead on low hanging fruit helps topline... Underlying analytical concept is relatively straightforward and fairly easy to understand some companies use to evaluate their products! The competition doesnt gain a foothold that compromises existing business you will need succeed.

This was compounded by the fact that I couldn't easily recall which client had already purchased or rejected our many products, so I wasted a lot of time re-selling. Some companies use templates to simplify the visualization of this complex analysis. For all its ambiguity, though, white space is undoubtedly a metaphor about opportunity; different thinkers define it differently because they take varying approaches to capturing opportunity. In Professor Crosss words, effective collaboration doesnt mean everyone in the woods singing Cum By Ya to each other.. HBR Learnings online leadership training helps you hone your skills with courses like Innovation and Creativity.

Your analysis will show you the white space accounts where you can target customers with better solutions. Where a client has already purchased (or rejected) a product, put an "X" in the intersecting box. By checking this box, I agree to Zendesk contacting me with marketing-related communications about Zendesk products, services, and events. Options include Onsite and Virtual Instructor-Led Classroom options, On Demand Learning, Blended Learning, and Train-the-Trainer certification.

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