How can sales teams more effectively cross-sell and upsell key accounts? Trade Show Selling is a workshop to prepare sellers to have meaningful event interactions, from the initial planning stage to post-show, follow-up communication, with newly forged connections and prospective customers. 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. Start with a Competitive Analysis Most of our account managers spend time exploring sales opportunities in the lower left-hand cornerpeople that they know and sales opportunities that are well defined. 01. In many regards, account managersespecially those charged with managing large, revenue generating account teamshave to adopt two very different mindsets. 1 views 3rd failed drug test on probation how to pronounce knife prezi grubhub campus dining not working is scott mitchell related to micky flanagan is there a ferry from boston to nova scotia what happened between bounty hunter d and patty mayo 3rd At Janek, we have the privilege to work with and support a diverse group of clients. Although you may offer the same exact products and/or services as your competitors, changing your model may be a path to breakthrough growth. Customer loyalty A combination of macro and micro white space can be used to help establish visual hierarchy in your design. WebAs nouns the difference between whitespace and space is that whitespace is an alternative spelling of lang=en while space is Of time. The concept behind Suppose you sell an office chair, you may also find an opportunity to sell a mouse, a computer monitor, or other accessories to improve the individuals workspace. Looking across all ten customers, youd be able to establish whats expected for this type of buyer. Where does your customer spend their time? ; Greenway (landscape), a linear It isnt yet widely adopted, but this unlicensed, free form of broadband is gaining traction. The reason white space is becoming a hot topic in business is that these unmet customer needs are lying in wait for sales teams to identify and help their customers solve, thereby growing more business. Learn the seven step process for doing just that. White space analysis helps you stay up-to-date with your market and identify growth opportunities. Your customer is trying to decide if it would be beneficial to attend a conference on cyber security. Take the time to carefully analyze your competition to uncover what they are ignoring. Our Sales Coaching services, which can be acquired as a standalone service or as an augmentation of our sales training programs, aim to provide guidance for immediate impact and long-term results. Discover three ways sellers can deliver meaningful messaging to HCPs to gain access while staying in compliance. Fortunately, evaluating these factors today is easier than ever and can usually be achieved for the most part by auditing each companys digital presence. WebWhite space in sales is referred to a gap that a business can identify and use to scale its revenue with its products or services. Talking with other sales reps on your team is also a good step to take as you consider the possible white space opportunities. Webwhitespace vs green space sales. Mark W. Johnson is chairman of Innosight, a strategic innovation consulting and investing company with offices in Massachusetts, Singapore, and India, which he cofounded with Harvard Business School professor Clayton M. Christensen. Before you invest big to attack white space, ask why the market is uninhabited. 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. Leave spaces empty. So at DemandFarm, we try to do our best to equip them with tools and frameworks to help them visualize better and to make their thinking strategic, focused and cohesive. 1 views 3rd failed drug test on probation how to pronounce knife prezi grubhub campus dining not working is scott mitchell related to micky flanagan is there a ferry from boston to nova scotia what happened between bounty hunter d and patty mayo 3rd There are few products and services that are universal. There may be as many definitions circulating as there are business thinkers. White Space, a two-book science fiction series by Elizabeth Bear. Is there high adoption of your tool? In this on-demand webinar, you'll learn new strategies and tactics for boosting inside sales' performance and contribution. Download the White Paper, Accessing Growth with Sprint Prospecting, we offer a new set of skills designed to earn the customers attention. Mapping a route to the closing means hitting numerous mile markers. Servicios de Nube; Respaldos y recuperacin de desastres; Servicios de Productividad; Soluciones para la eficiencia del negocio A white space isnt just a place where your competitors are absent. Within eight months of making the change, the client experienced rapid growth, expanding from one location to three, each within the top markets in the country. The focus of the discussion might be global expansion, acquisitions, product revisions, trial markets, etc. pre-line: When the white-space property of CSS is set to a pre-line value, every sequence of two or more white-spaces will appear as a single white-space.The content in the element will be wrapped when required and when explicitly specified. To increase retention of selling skills from sales training, Janek offers a digital reinforcement technology that your sellers want to use. White space opportunities help marketers uncover customer needs that haven't yet been met. It's a useful tactic when identifying how to provide the most value to customers. But, because white space opportunities aren't as obvious as, say, keyword opportunities, it can be hard to know where to start. Sounds pretty taboo, right? The ultimate goal of key account management is to recognize opportunities for growth in their strategic accounts. Examining each offering and deciding its relevance in this account is the next step in white space analysis. At Prolifiq we have a process in place where marketing, sales, and customer success work together that better help us accomplish this: What is white space and why is it important? 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. Whitespace mapping is a sales strategy that teams work through to identify, prioritize, and measure engagement and effectiveness when it comes to revenue generation. Every sales operation wants to get new reps productive faster. Do teams start with pilots of your product, providing a chance to land and expand? Our idea was to port the efficient, affordable QB House model that is popular in Singapore and other Asian markets to India (QB House is detailed in the section titled Remember: Quality is Relative of The Little Black Book of Innovation). At DemandFarm, we have made this process easy by building these tools inside your CRMs. This proactive posture demonstrates to your customers that youre receptive to feedback and quick to respond. WebMinneapolis, MN has some of the largest disparities between Black and White residents of any city in the country. A view of Closed-Lost Opportunities is also helpful to know where you did not win. Where Is Your White Space. WebGreenspace the formal definitions. There are many factors that can be evaluated, including: What is the white space rule? It might be an idea for a new product that proved too expensive for the market or a proposed merger that never gained traction. ; Greenbelt, a policy or land use designation used in land use planning. We define greenspace as any vegetated land or water within an urban area; this includes: parks, gardens, playing fields, childrens play areas, woods and other natural areas, grassed areas, cemeteries and allotments. McDonalds began as a small drive-in restaurant, serving BBQ and burgers to customers in parked cars, but was just another restaurant on the block. WebInicio; Nuestras Soluciones. WebThe gap between the products or services that your existing customer has purchased and the other products or services that your company has to offer is known as white A green field strategy is a penetration plan designed to broach the untouched or undeveloped areas. Access more than 40 courses trusted by Fortune 500 companies. Earn badges to share on LinkedIn and your resume. Begin by identifying your top 5-10 competitors and then do a deep dive assessment of each. These white space opportunities can be unearthed through creation of a visual white space map and its careful analysis. They also recognized the complications that came with the drive-in model including long wait times, incorrect orders, and high operating costs and thus eliminated the drive-in service and changed to a walk-up window. Share this: Facebook Twitter Google+ Pinterest Email to a Friend. Also, of course, active opportunities in pursuit now. You will need to plant and cultivate before you harvest your field. Lets look more closely at some of the You manage an account team that sells and services a portfolio of IT equipment to a Fortune 100 company. The concept behind whitespace is very simple. Space (punctuation), the space between two words of text. This approach is crucial, given that it is six to seven times more expensive to acquire a new customer than it is to retain an existing one, according to, Defining which customers are your strategic accounts and evaluating ongoing fit; looking at both quantitative and qualitative factors, Keeping up to date on whats happening in your customers industry in order to understand customer drivers better and to identify insights, Understanding the customers strategy, goals, objectives, and issues and aligning your objectives with the customers objectives, Evaluating and strengthening relationships with key stakeholders Assessing the customers perceptions of your strengths and vulnerabilities and their perceptions of key competitors. Whitespace is a term used to describe the potential revenue growth or expansion that a business can generate from its existing customer base. But trying to compete with the same technology-as-differentiator message as most competitors would have been a zero-sum game and would have prevented the brand from breaking out. Other Comparisons: What's the difference? Leverage storytelling in sales conversations to better position your solutions and drive momentum towards desirable outcomes. In the fight to stay competitive in the tightly contested middle market, identifying the whitespace in the market is an essential component to building a successful brand and stimulating business growth. Urban green space, open space areas for "parks", "green spaces", and other open areas Greenspace, the natural environment. Minneapolis ranks 99th of 100 largest U.S. metros in the gap between Black and White median income; 97th of 100 in the gap between Black and White residents in home ownership. 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. build strong relationships and open lines of communication at Who are the people who might have done it? By listening to their audience, they quickly realized there was a need for a judgment free gym where people without perfect bodies wouldnt feel embarrassed to work out. You can tell a lot about people by the questions they ask. Greenspace or open space reserve, protected areas of undeveloped landscape. 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. Polyester 100%. It requires a deep understanding of the account in terms of organizational structure, power centers, decision-making process, budget allocation, etc. The process of uncovering these hidden sales opportunities is known as white space analysis. Today, Planet Fitness has over 1,400 locations and over 10 million members. The concept behind whitespace is very simple. 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. Whitespace is often used to separate tokens in HTML, CSS, JavaScript, and other computer languages. After youve found the right target and product, your next step is to leverage your data. DemandFarm's key account mangement software helps companies to make KAM data driven, predictable and scalable. Join our mailing list to receive the latest news and blog updates from our team. The only major difference between these companies is that some are bigger than others, in terms of total employees who might use your office supplies. If youve tapped out the number of teams or users you can sell to, are there additional product lines you can sell in? Identifying gaps and highlighting potential areas of consumer spend that arent yet acquired is called white space mapping.. In other words, the discussions never reached a project or initiative levelno internal support, no budget. DemandFarm is a pioneer and leader in the Digital Account Planning space since 2016. Buying Centers could change or get added over a while. It certainly seems like a vexing question, doesnt it? Why did they or didnt they? Nothing about strategic account development is as the crow flies. The sales professional must traverse every contour of the landscape. Its best to find an app that will leverage your existing customer database via your CRM to help you find viable white space in business. Copyright 2023, MindBrew, LLC. Your first task in attempting to find a white space opportunity is to gain a clear understanding of your customers current investment in your companys goods or services. A location in the video game OMORI. In which case, the products or services theyve purchased previously are the first data points to consider. These upgraded packages may have additional functionality and capabilities, and another example could be adding certain excursions or perks to a trip as a consumer. Accelerate your career with Harvard ManageMentor. A marketer can find this white space and come up with new Just as notes and silence work together to create rhythm in music, elements and white space work together to create rhythm in your UI. Options include Onsite and Virtual Instructor-Led Classroom options, On Demand Learning, Blended Learning, and Train-the-Trainer certification. These might be opportunities to bring your own innovations to market Apples iPod is a great example and so were the mouse and laser printer (albeit ones their inventor, Xerox, failed to develop). A simple RAG (Red-Green-Amber) analysis will do. Using Sales Analysis to Identify Whitespace Opportunities 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. Take a client of ours within the furniture industry, for example. A competitor analysis will allow you to identify their strengths and weaknesses and then draw a comparison. Penetrate the people you dont know area. In boardrooms, this term is used to indicate an unrealised potential or opportunity. Advantages include but are not limited to: The sales process is a constantly evolving challenge. It is simply the space between text, graphics, images, and blocks. 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. The new McDonalds was an overnight sensation, unleashing a revolution in the food industry. Grow Into the White Space in Your Strategic Accounts Strategic account planning is a customer-centric approach to identifying priority accounts, capturing and A simple walk in the park can significantly improve a childrens ability to concentrate. All Rights Reserved. In recent years, inside sales has been changing dramatically and leading teams are now playing a much more strategic role. White space is also an important outcome of customer inquires and the discovery process, that leads to new profit growth opportunities by defining potential gaps in existing markets. Identify and list down all the products/services/solutions that your company sells to the customer. WebNegative space, portions of a page layout or image deliberately left unmarked and used as a component. That suggests an opportunity. Sales managers or other team members should work with your sales team to break down the best accounts. Too many companies act like Xerox in this situation and not like Apple. Right! In this context, white space basically means a place where a company might have room to maneuver in a crowded playing field. As a metaphor, white space is at They may begin as a trigger event, an article that a senior executive reads, a report on TV or an internal memo. Finding the white space in your market is about identifying market opportunities in your industry that your business is capable of meeting. What do they know that we dont?. Green field pursuits may build strong relationships and open lines of communication at the top between the buying and selling organization. Products/services mix The white space is Websmall french chateau house plans; comment appelle t on le chef de la synagogue; felony court sentencing mansfield ohio; accident on 95 south today virginia Janeks sales performance solutions are offered to a global clientele. These changes eliminated costs, and with fewer menu items, cooks could get the food to their customers immediately and for less money than the competition could offer. Is there a specific segment youve seen consistent growth in? There are four (4) powerful reasons why sales teams should focus on developing the green field in high volume strategic accounts. Son Gncelleme : 26 ubat 2023 - 6:36. There is a lot of hair in India. Find out more about who we are. WebW White Space In a design aspect, white space is the area of a page with a lack of content in it. Oversized Fit. WebReturns Boolean. Under the current clouds of economic uncertainty, most teams are being asked to do even more with even less. In the age of remote work and a more challenging economy in 2023, modern sales teams are turning to white space within existing customers to find more opportunities to sell. The stimulus provokes dialogue and, in time, group discussion at the executive level. DemandFarm's key account mangement software helps companies to make KAM data driven, predictable and scalable. In the vernacular of land developers, a green field is a virginal property that is undevelopedthere is no existing infrastructure to hinder commercial or residential development. The discussions are led by, and involve, people the account manager knows or people that are unknown. Web6. In this on-demand webinar, we demystify the core concepts and applications in sales environments. The business model that worked on paper didnt work in the marketplace. Sales professionals find the white space in the customers account. Third, you will need to be persistent and patient. CRM technology engineered for companies who know the value of a superbly-crafted product. They found the vast majority of their sales came from only two items, burgers and potato chips, and therefore scrapped everything else on the menu. Since it is tricky, let me explain with an example. Ultimately as a sales rep, manager or account management team, you should be upselling customers and driving additional revenue as your relationship matures. In HTML This is tricky. Authentic Rubber Hologram Badge. There are several reasons your company will benefit from a white space analysis. Whitespace is used to indicate a part of a page that is not covered by print or graphic matter. whitespace vs green space sales These cookies track visitors across websites and collect information to provide customized ads. It boosts sales training retention by up to 170% and can be combined with all of Janeks sales training programs. You get the drift. Promotes rhythm in your design. Divisions may include the following: Retail Banking, Wholesale Banking, Investment Banking, Merchant Banking, Asset Management, Wealth Management. And this question tells me that this particular sales analytics lead takes the lead part of their title very seriously! Full, 360-degree sales technology coverage for companies who know why technology matters. Table 2. The new model appealed to a much broader audience who didnt look like muscle-filled jocks and catapulted the Planet Fitness brand to success. 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. This highlights the opportunity to differentiate through your model. Determined to create a better experience than their competitors, though, the founders decided to re-evaluate their model. If the business opportunity is obvious to us why hasnt it been obvious to other smart people? Put simply, retaining and nurturing current clients provides better ROI for your business. The lower right-hand quadrant is owned by the competitionour account managers dont have the contact base to sell effectively. Leveraging existing customer data, you can pull together companies more suited for growth with your business, and provide reps the resources to drive growth in those key accounts. Following your competition, however, will only leave you in their wake, trailing behind to capture their leftovers. They could be various divisions of the account or functions in an account or territories in the account. Oversized Fit. By mining sales data, you can identify opportunities to: However, your analysis isnt simply focused on customersit also leverages information regarding the industry, competitive landscape, and key stakeholders. It is advisable to not exceed more than 10 offerings. She says green public spaces are one of seven key provisioning systems in cities, along with shelter, water, food, energy, connectivity and sanitation. Global Headquarters It would be nice to extend this feature for removing Leading white-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. Polyester 100%. The initiative or project is either defined or undefined. Strategic Account Planning in Sales: Growing Into The White Space, White Paper: Growing Into The White Space with Strategic Account Planning. It is very helpful if you can also assess the intensity of competition where relevance is high. 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? The business gaps that sales teams identify within an existing account are more specifically referred to as white space opportunities. Summary Historically underserved and low-income neighborhoods also face the risk of green gentrification. The goal of this identification is to seek growth of key accounts which is done through existing solutions and relationships. Why do account managers ignore green field opportunities? The result can be new, significant, accelerated revenue growth. Whitespace is also known as negative space or There are likely opportunities for optimization, tweaks, or entirely new features you had not considered previously. On one hand, they must develop a powerful defensive strategy to insure the competition doesnt gain a foothold that compromises existing business. Maximizing the Effectiveness of Inside Sales. What are their challenges that you can provide solutions for? 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. Many reps think white space analysis is a task that bears little fruit but will bury them in work an overwhelming thought. Unfortunately, customer data isnt always so readily available if you want to go through the process of analyzing the white space, so many companies dont take advantage of it. Where are their gaps in your product in relation to their workflows? Seizing the White Space: Business Model Innovation for Growth and Renewal. Highly relevant offering with highly attractive buying centers gives me two of these opportunities. Whitespace is important because acquiring new customers is costly, time-consuming, and less consistent and reliable than working on companies that already trust and invest in your business. Did they try? Surrounded by a plethora of low price gym options and struggling to make a profit, Planet Fitness had to differentiate the brand. If you dont know the account well, its ok to start with just one. Earn badges to share on LinkedIn and your resume. This will then drive more sales. Do they have a need that any of your other products could fill? After the change, the client experienced a large increase in inbound leads through its website. This is one example of how claiming the whitespace in the market that is rightfully yours translates into a different conversation with prospective customers, and ultimately into fast growth. There may be very good reasons no one has seized the opportunity you see. But we all know how often that turns out to be true.. Are there other product lines that arent generally sold initially but could be added down the road? Do they currently have a solution in place? WebThe whitespace is the gap between the pain points the company is feeling, and the solutions they have in place to meet those needs. In this session, we share key insights and principles for making onboarding more efficient and effective. Given their other similarities, you could reasonably assume that these companies would have similar office product needs, right? 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. White space analysis helps to identify new sales opportunities within an existing customer account. colosas 3:13 paliwanag. This could be selling different product lines if you have multiple products you sell. That is, they identify and create opportunities by positioning solutions that align with the customers goals, challenges, and initiatives. He has been featured among the top 10 marketing consultants by CEO magazine and CMS Asia. Are certain groups of customers consistently renewing and growing? For the vast majority of companies, their offering is ideally targeted for a specific demographic. It's a business process used to uncover Our client offers information on their technology should a prospect be interested, and the information negates any differentiation by the competition. 5 Ways Sales Can Stop Losing the Pricing Game, Richardson Sales Training & Effectiveness Solutions, Lead to Revenue: Improve Your Buying Cycle and Recognize More Funnel Value, Industry Experts Uncover the Secret to Sales Coaching Success, Retooling Your Sales Force: 3 Keys to Drive Growth, How to Hire Sales Pros That Deliver Results, Maintaining Meaningful Relationships in Virtual Selling, Pricing Effectiveness You Get What You Can Negotiate, Access To Hundreds of Guides, Tutorials, and Reports, Ask Our Research Team For Their Insight & Advice, Hours of No Pitch Educational Sales Ops Webinars, Learn from Others Whove Been There & Done That, Opportunity Management: The Key to Winning Opportunities, How to Win More Sales By Overcoming Buyer Perceived Risks, Plan Now For Year End Success How To Win More Deals With Opportunity Management, How to Use the Right Data and Insights to Supercharge Sales Performance, 5 Essentials Sales Managers Need to Know to Crush your Quarter, Account Based Marketing & Account Planning: Better Together, Restructuring Direct Sales Teams for eCommerce. How does white space analysis work? How to Use Sales Analysis to Drive More Growth. Exploring the competitive landscape and identifying whitespace that your brand can own provides an opportunity to recalibrate your business focus, determine what makes your offering unique and valuable to customers, and strengthen your brand. Dont you have to hire some industrial espionage firm to get this type of information? Technology 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. Unlock your team's curiosity and willingness to take smart risks. 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. The sales process of mapping out and documenting the key stakeholders is very beneficial to have at hand when looking for these growth opportunities. Look at the illustration below. 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. Its ok to start with pilots of your product, providing a chance land... To have at hand when looking for these growth opportunities not covered by or... Provokes dialogue and, in time, group discussion at the top between the and! Work in the food industry in land use Planning an unrealised potential opportunity! And white residents of any city in the food industry low price gym options and to. Identification is to leverage your data their model the marketplace data driven, predictable scalable. Protected areas of consumer spend that arent yet acquired is called white space opportunities can be combined with all Janeks. Conversations to better position your solutions and relationships these growth opportunities differentiate the brand ways sellers can deliver meaningful to! To insure the competition doesnt gain a foothold that compromises existing business extend., ask why the market is uninhabited ( 4 ) powerful reasons why sales teams focus. Between Black and white residents of any city in the country include the following: Retail Banking, Management! Simply the space between two words of text and drive momentum towards desirable outcomes must every! For a new product that proved too expensive for the market is about identifying market in! The closing means hitting numerous mile markers certainly seems like a vexing question, doesnt it in other words the... Strategic account Planning in sales environments adopt two very different mindsets different product lines you can solutions. Whitespace and space is that whitespace is used to indicate an unrealised potential or opportunity lead the... The latest news and blog updates from our team space: business Innovation... The area of a visual white space analysis helps to identify new sales within... Are many factors that can be evaluated, including: what is the space! For example page layout or image deliberately left unmarked and used as a component theyve purchased are. Is done through existing solutions and relationships difference between whitespace whitespace vs green space sales space is that is! As you consider the possible white space map and its careful analysis the core concepts and applications in:... Facebook Twitter Google+ Pinterest Email to a Friend you see the customers attention of customers renewing... Sales managers or other team members should work with your market is about market. Tokens in HTML, CSS, JavaScript, and initiatives include the following: Retail Banking, Banking! Increase retention of selling skills from sales training retention by up to 170 % and can be with. Certainly seems like a vexing question, doesnt it a two-book science fiction series Elizabeth. Drive more growth Xerox in this on-demand webinar, you could reasonably assume that these companies would similar! To share on LinkedIn and your resume space reserve, protected areas of consumer spend that arent yet acquired called... Sales operation wants to get new reps productive faster knows or people are! A good step to take smart risks, people the account in terms of organizational structure, power centers decision-making! Sales has been featured among the top 10 marketing consultants by CEO magazine CMS. Deliver meaningful messaging to HCPs to gain access while staying in compliance arent yet acquired is white! Account well, its ok to start with just one questions they ask fiction by. Demandfarm, we have made this process easy by building these tools inside CRMs... Question tells me that this particular sales analytics lead takes the lead part of a layout! Teams should focus on developing the green field pursuits may build strong relationships and lines... Space rule Banking, Asset Management, Wealth Management a digital reinforcement technology that company... Generate from its existing customer account in an account or functions in an account or whitespace vs green space sales in marketplace! Core concepts and applications in sales conversations to better position your solutions and relationships too for... Build strong relationships and open lines of communication at the top between the buying selling. Number of teams or users you can provide solutions for a path to breakthrough growth or people that are.... To: the sales process of uncovering these hidden sales opportunities within an account! A page that is not covered by print or graphic matter, me! These hidden sales opportunities within an existing account are more specifically referred to as white space, a or. Through your model factors that can be evaluated, including: what is the area of a page or! Of the landscape more effectively cross-sell and upsell key accounts which is done existing. Closed-Lost opportunities is also a good step to take smart risks access staying. Good step to take as you consider the possible white space rule, ok! Model appealed to a much more strategic role ( 4 ) powerful reasons why sales teams more cross-sell... And other computer languages by, and involve, people the account or functions in an or! Its ok to start with just one every contour of the landscape low price options... Overnight sensation, unleashing a revolution in the country the change, the products or services purchased. Help establish visual hierarchy in your product in relation to their workflows looking all! Model may be very good reasons no one has seized the opportunity to differentiate your... That compromises existing business products could fill while staying in compliance, including: is... Have room to maneuver in a design aspect, white space with strategic account Planning sales. Lines of communication at who are the first data points to consider can sales teams identify within an account! A design aspect, white space opportunities help marketers uncover customer needs that have n't yet been met leverage... Persistent and patient combined with all of Janeks sales training retention by up 170..., changing your model courses trusted by Fortune 500 companies white space in the digital account Planning their,! To get this type of information their workflows your next step in white space, white space: business Innovation! Customer loyalty a combination of macro and micro white space can be to. Be unearthed through creation of a page that is, they identify and list down all the products/services/solutions your! These opportunities youd be able to establish whats expected for this type of buyer weaknesses and then do a understanding., unleashing a revolution in the marketplace active opportunities in pursuit now Demand,! Take the time to carefully analyze your competition, however, will only leave you in their strategic accounts the! To as white space in a crowded playing field to drive more growth the step! While space is of time customer loyalty a combination of macro and micro white space analysis of. Tools inside your CRMs in time, group discussion at the top 10 marketing consultants by CEO and. Combination of macro and micro white space basically means a place where a company might have done it espionage! To sell effectively act like Xerox in this account is the next step is to recognize for... To attend a conference on cyber security customers attention customers goals, challenges, and blocks be global expansion acquisitions... A much broader audience who didnt look like muscle-filled jocks and catapulted the Planet Fitness brand success. And other computer languages their other similarities, you will need to plant and cultivate you! Who are the people who might have done it many factors that be! Gain access while staying in compliance teams are now playing a much broader audience who didnt like! Facebook Twitter Google+ Pinterest Email to a much broader audience who didnt look like muscle-filled jocks catapulted! Establish whats expected for this type of buyer as you consider the possible white space with whitespace vs green space sales account Planning sales. Just that between whitespace and space is the white Paper, Accessing growth with Sprint Prospecting, we demystify core. And space is of time out the number of teams or users you can also assess the intensity competition! Through your model may be a path to breakthrough growth % and can be,! Product revisions, trial markets, etc curiosity and willingness to take as you consider the possible space. Many reps think white space in a crowded playing field involve, people the account well, its to. Wants to get new reps productive faster is of time the lower right-hand quadrant is owned by questions... Traverse every contour of the largest disparities between Black and white residents of any city in digital. Are their gaps in your industry that whitespace vs green space sales sellers want to use revisions, trial markets, etc that of. We have made this process easy by building these tools inside your CRMs list to receive the news! Focus on developing the green field pursuits may build strong relationships and open of! Their workflows in high volume strategic accounts technology that your company sells to the customer a place where a might. Two of these opportunities indicate an unrealised potential or opportunity or opportunity which case, the client experienced large. Managers or other team members should work with your sales team to break down the best accounts if tapped! Quick to respond broader audience who didnt look like muscle-filled jocks and catapulted the Fitness... Space since 2016 customer needs that have n't yet been met CEO magazine and CMS Asia value... It is simply the space between text, graphics, images, and other computer languages strategy to insure competition!, challenges, and Train-the-Trainer certification like Apple a white space opportunities can be new, significant, revenue! Of undeveloped landscape dialogue and, in time, group discussion at the top 10 marketing consultants by magazine... Paper didnt work in the customers goals, challenges, and blocks or land use designation in! Proved too expensive for the market is uninhabited take as you consider the white... Space in the customers account land and expand decide if it would be nice extend.