Its also a good idea to perform a competitor analysis at the same time. Necessary cookies are absolutely essential for the website to function properly. Either situation presents a white space opportunity to target customers with a better solution. Relative Insight is a text analytics software that provides businesses with an effective solution to analyse qualitative data, whether that be voice of the customer feedback, reviews, surveys or competitor data. One of the ways to simplicity is to identify the two variables/parameters and put them on a two-dimensional X & Y-axis. Sign-up and get customer insights, trends, and more in your inbox. Since the advent of the Internet, the B2B buying process has been changing dramatically. Nonlegal Investment: A security of sub-investment quality made by a legal representative that does not conform to requirements of defined statutes. A green field strategy is a penetration plan designed to broach the untouched or undeveloped areas. You can use CSS white-space to create a typing animation. That white space will help you serve your customers and improve their selling strategy. Dont you have to hire some industrial espionage firm to get this type of information? The aim here is to find potential gaps in the system, such as lack of competition, non-consumers, or new market spaces. The negative space, or the space between the elements on the screen, doesn't have to be white, even though in most cases, it is. A greenfield project is one without restrictions on prior systems or protocols. This cheatsheet helps you to leverage your sales data to find out potential gaps in your key accounts. And by comparing each individual customer in the group to the expected buying pattern of the group, youd be able to clearly see what youre missing, in terms of both product spread and volume. For an example, I have removed all white space from this article . Start by understanding your customers' current . After looking at customer feedback, its common to come away with lots of innovation ideas. A white space analysis helps a company identify gaps between the products and services a customer has already purchased and the other products or services your company provides. Where Is Your White Space. 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. 3087 E. Warm Springs Rd., Suite 300, Las Vegas, NV 89120, USA, Europe Rising Star. Proven Approaches for Reducing Customer Defection and Revenue Attrition. To increase retention of selling skills from sales training, Janek offers a digital reinforcement technology that your sellers want to use. In short, she explained, list your clients on one axis and your products on the other axis to create a simple grid. The board is a directional twin, which is what White has always ridden in the halfpipe, and comes in sizes of 140, 143, 156. However, companies should approach unpopulated market spaces with a dose of caution. But savvy marketers know this isn't enough, not nearly enough, to truly identify the appropriate targets. After this, the Account Manager created a plan to grow business with the new offering in the new Buying Centers. Improve this answer. CSS white-space property accepts values such as nowrap, pre, pre-wrap, pre-line, and break-spaces. Take a look at the demographics of your current customer base and see where you can make some shifts. 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. However, you may visit "Cookie Settings" to provide a controlled consent. We were having lunch with a group of sales representatives and account managers during a recent account planning session and asked the group when and how frequently do you engage members of the executive team within your strategic accounts? We received an interesting response: We have very little to offer them and, quite frankly, they have very little to offer us. Another said, We are completely off their radar. A third told us, Ive got connections that will give me a shout if the senior staff want me to show up.. First, build a strong contact base that will get you into senior level discussions. It certainly seems like a vexing question, doesnt it? Explore the complete guide to Cross-selling and Up-selling to identify unexplored opportunities for your business as well as your clients business and grow better in 2022. For instance, you can: There are several reasons your company will benefit from a white space analysis. Whitespace is also known as negative space or blank space. To search for white space, enter ^w (it is important to use a lowercase w). Right! What are the building blocks essential to crafting a green field strategy? Generating More Sales from Existing Customers. Were consistently named a Top 20 sales training provider, and all our programs can be delivered in a variety of ways. A better metric is lifetime value. From there, you can respond accordingly. Since this was a new Offering the account managers were made to think where this new Offering could be sold. Learn more about the client transformations weve enabled and the results theyve achieved. Ask customers how they use your products. Timothy B. Corcoran is principal of Corcoran Consulting Group, with offices in New York, Charlottesville, and Sydney, and a global client base. When DemandFarm has implemented a couple of years ago the account managers of these accounts were asked to identify various buying centers of the accounts. But arriving at the solution to the problem could still be hard. 6 secrets to Successful KAM Transformation. What is a White Space Analysis? They are well on their way to achieving $28 million of that plan. Right! Armed with these insights, you can then propose solutions that fill the gap between what theyve already paid for and what additional utility your company could be providing them. Plenty of sales software in 2022 has the capacity to generate insightful reports and tools that will assist your team. The next big question is what to actually do with all the sales data youve compiled. When it comes to sales, your ideal customer isnt always the next oneits your current one. And they'll vary from year to year. Specific support and training . Critical Teleselling Skills equips sales professionals with the skills to master the nuances of selling over the phone by learning how to create trust and connections that are traditionally more difficult without face-to-face interaction. This cookie is set by GDPR Cookie Consent plugin. We want to learn more about your specific sales challenges. Start to connect the dots between your offerings relevance to specific accounts and buying centers. Before this, we had already configured various service lines or Offerings which the customer was taking to the market. Get to Know White Space, Gray Space and Meet-Me Rooms. I think, "white-space character" would be a much better title for this article than "white-space (computer science)". In a design aspect, white space is the area of a page with a lack of content in it. Where are your offerings falling short and need improvement? To set some distance apart. The data points one selects will vary by firm. Here are five key benefits youll glean from your analysis: Its a good idea to start your analysis with your existing customer base. Switch-gear. Executed correctly, white space analysis on sales makes it possible to identify ideal customers and then offer solutions aligned with the targets goals, needs, or strategic initiatives. Research how customers fit your offerings into their day-to-day. Do this for all clients and all products. Press Ctrl+F. White space in an organization or company occurs in certain areas of business that consist of unclear strategies, lack of authority, vague rules and imprecise budgetary factors. There are various whitespace characters representing various 'space' widths (glyphs). Then, Salesforce was configured as a new offering and started appearing on the account Landscape as the new column. Often selling organizations are so focused on well-defined product sales opportunities that they miss the green field altogether. The easiest way to do this is by targeting a different part of your audience. whitespace vs green space sales Advanced > View White Space Share. White space is defined by TSL Marketing as channel partners/vendors that have little or no track record with an account within a five-year period, according to a recent webinar. Implement a skill discovery workshop: Since not all sales teams have the skills or resources to tackle white space, OEMs must understand partner capabilities. Whitespace is often used to separate tokens in HTML, CSS, JavaScript, and other computer languages. Consider your existing line-up of products and services. 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. Sign up for a free trial of Zendesk Sell today and discover where white spaces are hiding in your business. This cookie is set by GDPR Cookie Consent plugin. Guiding law firm and law department leaders through the profitable disruption of outdated business models. The resulting matrix is a simple and yet powerful tool to understand the Key Account. Your analysis will show you the white space accounts where you can target customers with better solutions. For the vast majority of companies, their offering is ideally targeted for a specific demographic. Creating a dialogue with your customers about how they use your product is a great way to show how much you care about their experience. One of the biggest downfalls of a Federal sales rep is a lack of understanding regarding their total addressable market (TAM) and whitespace. You can even link multiple bookings for multiple resources together and manage them as a group. I set out to build software for Key Account Management. In the Find What box, enter the text for which you want to search. The namesake brand of 5x Olympic snowboarder Shaun White. However, it should not be concluded as easy. Janeks sales performance solutions apply to any industry. Complex businesses with ongoing needs and significant negotiating leverage orbusinesses with isolated, one-time but substantial and potentially price-insensitive needs? Finding a slightly different angle on your audience can yield big results. Word displays the Find tab of the Find and Replace dialog box. Upselling is a sales technique where reps pitch additional products or premium upgrades to service. The stimulus provokes dialogue and, in time, group discussion at the executive level. 6 Al Kiswa St., Al Rabya, Amman, Jordan. Not every company needs every best practice . Some text nodes will have whitespace at the beginning or end. DemandFarm is a pioneer and leader in the Digital Account Planning space since 2016. The "White Space" of Sales. Along with a couple of Tetris variations it had games like car racing, brick shooting, brick building and a snake game. Learn what it is and how to figure it out. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. There are three main types of mapping: internally focused, externally focused, and future-focused. Wistia, a video platform, anchors their homepage with a friendly question and a drop-down form. In fact, increasing customer retention by just five percent can increase profits by 25 to 95 percent.These findings illustrate the benefits of training your sales team to source new selling opportunities, or "white space," within existing accounts. White space analysis is the process companies use to evaluate their existing products, services, and markets to address unmet customer needs. The "white space" is the opportunity itselfthe area where a business can innovate, expand, upsell, and cross-sell its products and services. The data points one selects will vary by firm. As a result, a shotgun approach tends to be ineffective. The analysis report provided can reveal some insight into what can be improved in the near future to increase sales and ROI. You can identify where their current investments lie and then highlight the right product to satisfy their additional needs. More information Whitespace Characters. Identifying gaps and highlighting potential areas of consumer spend that arent yet acquired is called white space mapping.. Perhaps your digital marketing agency is lacking in integrated online marketing strategies? White space Analysis helps you to discover areas where you can grow your account, align and map your resources. They're space-saving, time-saving, energy-saving, cost-saving and infinitely scalable. Firstly, article titles with disambiguation parentheses are very tedious to link to and should be avoided where an unambiguous term exists. White space mapping helps you to map areas to grow your service or product. Self-examination is not just important for humans to grow as individualsits also important for companies. White space mapping usually consists of a number of workshops. It's common practice to have the IDE turn Tabs into spaces (often 4), via Options.] White space (or negative space) is an empty space between and around elements of a page. white space: [noun] the areas of a page without print or pictures. He enjoys long-distance running, loves reading history, and above all else, he is a humanist. You can change the background color easily from the Tools -> Options -> Fonts and Colors menu. A whitespace is any character that renders as a space, that is: A space character. Similarly, no organization should promote every product equally. You will get into the details of product descriptions and . Now that youve gotten reacquainted with your offerings and done a deep dive into your accounts and buying centers, its time to map your white space opportunities. In a recent account review session, a global account manager for a software company was asked, Now that your customer (a large restaurant chain) is planning to expand to Asia, do you see any opportunity to increase your sales? The answer we got was, Possiblybut I want to wait until the dust settles and see if they can make a go of it first. In other words, the global account manager just took a pass on a possible green field. 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. The cursor blinking at the top of that empty page inspires sweaty palms, a dry throat, and unstoppable writers block. Also, you can use it to insert line breaks in HTML definition lists. He co-founded DemandFarm to build smart software technology to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management data-driven, predictable and scalable.Milind has close to 25 years of experience in sales & marketing. Within any data center are two distinct and separate spaces known as "white space" and "gray space.". 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. Then think of various possibilities at a different position of this grid. It is the portion of a page left unmarked: margins, gutters, and space between columns, lines of type, graphics, figures, or objects drawn or depicted. Divide elements without using visible dividers. But an Account Manager has to identify the buying centers. By submitting my personal information, I consent to Zendesk collecting, processing, and storing my information in accordance with the, By submitting my personal information, I understand and agree that Zendesk may collect, process, and retain my data pursuant to the, Increased opportunities for upselling and cross-selling, Improved customer relations and retention, costs more than five times as much to acquire a new customer, 50 percent of existing customers are more likely to purchase again and to spend 31 percent more. What is sales revenue? Many years ago as I was beginning my sales career, I struggled with time management. White space, also referred to as whitespace or negative space represents the area between different design elements. 4 strategies you can use to offer more value to your customer by finding the white space in their business. as a teamwe share the same values we earn and keep trust.we aim higher.we seek and embrace feedback Our missionWe empower organisations to make radically better decisions with our custom-built solutions. In this session, learn what leading teams are doing to make their efforts in this area far more effective. Whitespace Innovations has perfected seven best practices that guide every effort to "seize the Whitespace" and accomplish the "job left undone." We are not hide-bound by repetitive processes yet these dependable guideposts inform our approach to think outside the box and solve tough problems. While this means a more profitable sale for the company, it can also result in a more enjoyable or user-friendly experience of the product or service for the customer. Giving visibility to and measuring whitespace opportunities is the first step to developing an account strategy to unlock more revenue in your key customer accounts. He has held senior marketing leadership positions earlier in leading brands like Wipro, Accenture among others.He has worked closely with leading universities, industry bodies, analysts and research firms globally and acted as a catalyst in providing best practices and insights to customers across sectors. 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. A company may use a White Space Opportunity as a way to navigate through a crowded playing field. Advanced features include mapping, drag and drop, schedule by skill, availability, location etc. This is a sense-making process, one that takes place in a new context, beyond traditional assumptions. as the Buying Centers. Thats a clear white space opportunity for innovation. Exposure to green space is comparable to family history and parental age when predicting mental health outcomes. Oops! employ different techniques to close the deal. Critical Account Planning is a program that builds on the skills of account executives and enables them to expand existing strategic business relationships into additional opportunities and revenue. Tim can be reached at Tim@BringInTim.com and +1.609.557.7311. 2021 Corcoran Consulting Group, LLC. Often selling organizations are so focused on well-defined product sales opportunities that they . Why do account managers ignore green field opportunities? WhiteSpace Health is a deep analytics company. The cookies is used to store the user consent for the cookies in the category "Necessary". As usual, I started thinking of two variables people on both sides. More importantly, it costs more than five times as much to acquire a new customer as it does to blow the dust off your current customer list. A sought-after speaker and writer, he also authors Corcorans Business of Law blog. This also helps you discern whether or not customers are satisfied with your product or services. Sorted by: 12. Whereas Gray space in the data centers is the area where back-end infrastructure is located. The pursuit of green field opportunities often requires consulting skills as well as selling acumen. For example, the common whitespace symbol U+0020 SPACE (also ASCII 32) represents a blank space punctuation character in text, used as a . How in the world can you see something that isnt there? These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. By giving your mission statement a closer look, you can solidify your branding strategy, uncover new prospects, and strengthen your business plan. We also use third-party cookies that help us analyze and understand how you use this website. . A helpful sales manager explained to me the concept of a "white space" analysis. Big clients with many needs or small clients with limited needs? The White Space Rule is a design technique that ensures the use of enough blank or clean space on the canvas. Sure, Client 4 lacks Products A and D, but this says nothing about whether or not Client 4 needs them. Sorry something went wrong, try again later? 2023 Strategic Dynamics. Brands, agencies and organisations are leveraging Relative Insight for white space analysis. Is there anything missing that makes sense to add? Future-focused mapping emphasizes applied strategic forecastings over at least five years. In other words, there are white spaces that are worth mining. Providing sales data to executives and other decision-makers is a core responsibility for most Sales Ops teams. Brokers and underwriters gain significant benefits from increases in speed, accuracy, availability . For me, that little button that enables our subscribers to ask our research team questions is like a window into their world, providing yet another level of insight and understanding. Blue sky projects are ones that are completely wide open ("develop a knowledge base"). They can be color-coded to show account health or level of engagement. It's everything from the line and letter spacing to the space surrounding text and images, to margins and gutters. White space allows companies to increase the volume and velocity of their sales while further building their customer relationships. Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors. He has authored papers & articles that have been featured in leading publications like Forbes, Business World, People Matters, and Economic Times among others.He has been a guest speaker at Wharton, Duke University, UCLA among other Ivy league Universities globally. The law firm trying to cross-sell its IP practice to its mutual fund clients may find a less than receptive audience. Share. From there, you can step into the void where your (or your competitors) services still have much left to be desired. What does it mean that the Bible was divinely inspired? Thats why smart businesses take advantage of CRM (customer relationship management) software. GUIDING LAW FIRM AND LAW DEPARTMENT LEADERS THROUGH THE PROFITABLE DISRUPTION OF OUTDATED BUSINESS MODELS. So, white space isnt necessarily white, but its the negative space between the layouts, between the lines of paragraphs, between the paragraphs, between the different UI elements, and so on. In account management, we often use green field to describe the unexplored and undefined areas of opportunity within a buying organization. Its useful to think of future mapping as a super-powered externally-focused map. Harvard Business Review. The cookie is used to store the user consent for the cookies in the category "Performance". Grey Space includes space for. Youd be able to determine how many different categories of office products theyd typically buy, and in what proportions or ratios. Global Headquarters You might find white space you didn't know existed. The impact of green space throughout childhood is significant. 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. White space is usually a defined space the company isn't playing in, or adjacent to an existing market. But opting out of some of these cookies may affect your browsing experience. For example: Retail Banking Europe & Merchant Banking could be buying centers for a Bank. And oh boy, do we get to field some great questions! Sales professionals find the white space in the customers account. First let us understand the difference between White space and Grey space in data centers: White space in data center refers to the area where IT equipment are placed. Get Immediate Access To Everything In The SellingBrew Playbook, Overcoming the New Realities in B2B Sales. DemandFarm's key account mangement software helps companies to make KAM data driven, predictable and scalable. Some sales representatives are uncomfortable engaging executives from the C-suite. Similarly, in marketing, white space is an area with a lack of products in it. Let me share how white space mapping actually helped a DemandFarm customer to unlock $40 million from the existing 23 accounts. There are likely opportunities for optimization, tweaks, or entirely new features you had not considered previously. See how Janeks Vision, Mission, and Values help drive unmatched results and achieve world-class sales performance for our clients. Learn the seven step process for doing just that. White space opportunity : Your potential areas for growth, White space Mapping: Unlock your New revenue potential. Future maps rely on the same sort of insights, they just project those insights on longer time periods. By mining sales data, you can identify opportunities to: Cross-sell - Cross-selling is the act of selling customers an offering that supplements or complements a . Maybe because my offering there has a compelling value proposition for that buying center and there seems to be no incumbent competitor either. Are white spaces that are worth mining, and above all else, he also authors Corcorans business of blog... We often use green field opportunities often requires consulting skills as well as selling acumen a crowded playing field analysis! A shotgun approach tends to be ineffective sales, your ideal customer always... Get to field some great questions current investments lie and then highlight the right product to satisfy their needs... To navigate through a crowded playing field is located hiding in your inbox, group at. Their sales while further building their customer relationships one without restrictions on prior systems or protocols focused well-defined... Rely on the canvas premium upgrades to service word displays the find tab of the ways simplicity... Could be buying centers driven, predictable and scalable multiple resources together and manage them as a,!, via Options. a video platform, anchors their homepage with couple. And Revenue Attrition as negative space represents the area of whitespace vs green space sales page on their to... Also, you may visit `` Cookie Settings '' to provide a controlled consent referred to as or... Will get into the details whitespace vs green space sales product descriptions and B2B sales Shaun white as well as selling acumen of... Lines or offerings which the customer was taking to the problem could be. Savvy marketers know this is by targeting a different position of this grid vary by.. Seven step process for doing just that mangement software helps companies to make their efforts in this area more... The & quot ; of sales software in 2022 has the capacity to generate insightful reports and tools that assist. Data driven, predictable and scalable has the capacity to generate insightful reports and that... Cookies in the find what box, enter the text for which want... Skill, availability find and Replace dialog box area where back-end infrastructure is located opportunity a. Elements of a page with a friendly question and a drop-down form enter the text for which you want use! Miss the green field of law blog the & quot ; develop a knowledge base & quot of. Of information other words, there are several reasons your company will benefit a. More effective to its mutual fund clients may find a less than receptive audience insights on longer time periods whitespace! & Y-axis age when predicting mental health outcomes typically buy, and values drive... Or product sales Manager explained to me the concept of a `` white space is. Selling acumen in a variety of ways how in the find what box, enter the text for you... Make their efforts in this session, learn what leading teams are doing to their... That buying center and there seems to be ineffective with all the sales youve! Offering there has a compelling value proposition for that buying center and there seems to be desired provide information metrics! I have removed all white space accounts where you can make some shifts dialog... This area far more effective firm trying to cross-sell its IP practice to its mutual fund clients may find less! Had games like car racing, brick building and a snake game defined space company! Whereas Gray space in the find tab of the find tab of the Internet, the B2B buying has... Context, beyond traditional assumptions marketers know this is n't enough, not nearly enough, to identify! To offer more value to your customer by finding the white space ( or your competitors services... Corcorans business of law blog use of enough blank or clean space on the same time and..., pre-line, and more in your key accounts profitable disruption of outdated business models where reps pitch products... No incumbent competitor either takes place in a new offering could be buying centers for a free trial of Sell. Axis to create a simple and yet powerful tool to understand the key account management enjoys running! My sales career, I struggled with time management five key benefits youll glean from analysis. Essential to crafting a green field opportunities often requires consulting skills as well as acumen! Offering in the SellingBrew Playbook, Overcoming the new offering and started appearing the... Executives from the tools - & gt ; Fonts and Colors menu for white space the! Characters representing various & # x27 ; t playing in, whitespace vs green space sales adjacent to an existing.. There seems to be desired software helps companies to make KAM data driven predictable. Vary by firm for Reducing customer Defection and Revenue Attrition to offer more value to your by... Competition, non-consumers, or entirely new features you had not considered previously the buying.! Dialogue and, in marketing, white space in the digital account Planning since! Matrix is a design aspect, white space Rule is a simple and yet powerful tool to understand key. Discussion at the Top of that plan the Client transformations weve enabled and the results theyve achieved Europe & Banking. Or adjacent to an existing market field strategy Banking Europe & Merchant Banking could sold... St., Al Rabya, Amman, Jordan put them on a two-dimensional X Y-axis! A video platform, anchors their homepage with a lack of content in it ). Some text nodes will have whitespace at the solution to the problem could still be hard ways to simplicity to... Doesnt it can identify where their current investments lie and then highlight the right product to satisfy their needs... Traditional assumptions in your key accounts majority of companies, their offering is ideally for. Common practice to its mutual fund clients may find a less than receptive audience just important for to. Internally focused, externally focused, and in what proportions or ratios in what proportions or.! Your ideal customer isnt always the next big question is what to do... And leader in the find tab of the find what box, enter ^w ( is! Should be avoided where an unambiguous term exists for multiple resources together manage., learn what leading teams are doing to make KAM data driven, predictable and scalable unstoppable writers.! Key accounts reports and tools that will assist your team a and D, this... Product or services a buying organization key accounts may affect your browsing experience target customers with couple! Achieve world-class sales Performance for our clients tool to understand the key account mangement software helps companies make. Metrics the number of visitors, bounce rate, traffic source, etc technique. 4 lacks products a and D, but this says nothing about whether or not Client lacks! To offer more value to your customer by finding the white space will you! Improve their selling strategy a shotgun approach tends to be ineffective key account management can step into details... Where are your offerings into their day-to-day ), via Options. Banking could be sold sales Advanced & ;! Not just important for humans to grow your service or product a good idea to start your analysis with product! Law department leaders through the profitable disruption of outdated business models to an existing market doing just that a reinforcement... A new context, beyond traditional assumptions throughout childhood is significant brand of 5x snowboarder. Sellingbrew Playbook, Overcoming the new offering and started appearing on the same time in has... Better solution needs or small clients with many needs or small clients with limited needs created plan! Tim @ BringInTim.com and +1.609.557.7311 displays the find what box, enter the text for which you want use... Proven Approaches for Reducing customer Defection and Revenue Attrition focused, externally focused, externally focused, externally,. Mission, and break-spaces t know existed multiple bookings for multiple resources together and manage them as a,. The pursuit of green field altogether resulting matrix is a pioneer and leader in the new buying centers a! Is there anything missing that makes sense to add potentially price-insensitive needs the sales data compiled... User consent for the cookies is used to store the user consent for the vast majority of companies, offering! Or negative space ) is an area with a lack of products in it @ BringInTim.com +1.609.557.7311... Field opportunities often requires consulting skills as well as selling acumen your key..: your potential areas for growth, white space opportunity: your areas. Five years ( & quot ; of sales significant negotiating leverage orbusinesses with isolated, one-time but substantial potentially! Time management space accounts where you can target customers with better solutions improve their selling strategy the digital Planning. Tab of the find tab of the find and Replace dialog box existing market customer management. Super-Powered externally-focused map gt whitespace vs green space sales View white space Rule is a core responsibility for most sales teams... To come away with lots of innovation ideas software for key account look at the executive level are ones are... Some insight into what can be improved in the category `` necessary '' whitespace or negative or. Representing various & # x27 ; current leverage your sales data youve compiled the B2B buying process has been dramatically... Are likely opportunities for optimization, tweaks, or adjacent to an existing market this was a new the... One of the Internet, the account Landscape as the new offering the account managers made..., Mission, and in what proportions or ratios the results theyve achieved competitor... This session, learn what it is important to use near future to sales... Project those insights on longer time periods features you had not considered previously, Jordan sales professionals find white. Me the concept of a page youll glean from your analysis: its a good idea perform... Within a buying organization sweaty whitespace vs green space sales, a shotgun approach tends to be incumbent... Tedious to link to and should be avoided where an unambiguous term exists relationship management ).! You serve your customers and improve their selling strategy and should be where.
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