Bring Your Customer Revenue
Optimization Strategy to Life.
PREVIEW WHAT'S INSIDE:
Increased Pipeline and Larger Opportunities
By taking a strategic view of an account rather than looking at one-off opportunities, you can develop a deeper understanding that enables you to position more solutions to provide maximum value. This process often referred to as “finding the whitespace,” allows sales teams to target their explorations to discover needs and develop more pipeline.
Identifying the Ideal Customer Profile
Account planning often starts with the largest and most strategic accounts, where you have likely identified significant opportunities. In the first step of account planning, it’s important to develop your ideal customer profile. Identifying the profile of the customer to whom you can deliver the most positive impact will help you concentrate your efforts on customers who fit your ideal profile.