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. Still others use it, as Tim Armstrong has, to refer to gaps in existing markets or product lines. In the graphic below, there are two dimensions of space. 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. We see local as the big white space. Thats America Online (AOL) CEO Tim Armstrong recently explaining to a group of investors how AOLs digitizing towns initiative (to offer one-stop website-management services to municipalities all across the U.S.) would position the company to compete against the likes of Google, Yelp, and CitySearch as the company []. Think of all the rewards awaiting innovators that follow in the footsteps of organizations like Google and Cirque de Soleil. And it isn't easy to do the right jobs, at the right times, and in the right ways. Whatever your color of choice, pioneering new markets feels exciting. Sign-up and get customer insights, trends, and more in your inbox. White space analysis is the process companies use to evaluate their existing products, services, and markets to address unmet customer needs. White space analysis is the process companies use to evaluate their existing products, services, and markets to address unmet customer needs. This cheatsheet helps you to leverage your sales data to find out potential gaps in your key accounts. Of the clients and targets identified, which best fit the model of the ideal client? Sign up for a free trial of Zendesk Sell today and discover where white spaces are hiding in your business. Now that weve looked at the benefits of white space analysis, lets break down the steps. Dont miss out on revenue opportunities because you havent identified them yet. They can be color-coded to show account health or level of engagement. As always we welcome your thoughts and input. Leverage storytelling in sales conversations to better position your solutions and drive momentum towards desirable outcomes. Its easy to review your existing accounts, communicate with your customer base, and find the gaps in your offeringsso you can fill them. 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. 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. 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. Youd be able to determine how many different categories of office products theyd typically buy, and in what proportions or ratios. That was the blinding insight that started our quest to develop a disruptive business in Indias mens grooming market. Which practices have the bench strength to mobilize quickly if our efforts generate new leads? 
To increase retention of selling skills from sales training, Janek offers a digital reinforcement technology that your sellers want to use. 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 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. Often selling organizations are so focused on well-defined product sales opportunities that they miss the green field altogether. Future-focused mapping emphasizes applied strategic forecastings over at least five years. Weve had the privilege of working with a broad range of clients from many different industries and verticals. You can tell a lot about people by the questions they ask. It often times costs 10 times more to acquire a new client than it does to sell to an existing client. 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. 
If the business opportunity is obvious to us why hasnt it been obvious to other smart people? The difference is that the add-on is a complementary item or service that fulfills a separate need than the original. A sought-after speaker and writer, he also authors Corcorans Business of Law blog. White space in business, however, doesnt have to be quite so nerve-wracking. whitespace vs green space sales. Many years ago as I was beginning my sales career, I struggled with time management. Lets take a closer look at what that means. Some generate higher profits, some create long-term switching costs, some products are new and need traction, whereas others are fading in prominence. Heed their advice and youll have a stronger product, a healthier rep-to-customer relationship, and an overall improved sales strategy. The absence of those value-producing activities might be considered white space in the customer relationship. 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. Making those suggestions at key moments doesnt just move customers through your pipelineit makes their experience better. 1. The cursor blinking at the top of that empty page inspires sweaty palms, a dry throat, and unstoppable writers block. 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. Why did they or didnt they? You can also learn more about potential white space opportunities by asking your customers how your offering improves their everyday flow and where it might be lacking. He has been featured among the top 10 marketing consultants by CEO magazine and CMS Asia. 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. In this piece, well take you through the benefits and steps of analyzing white space so that you can leverage this valuable technique to improve your business. In most organizations, a great deal of attention is directed toward the highest-revenue producing clients. White space analysis is the process companies use to evaluate their existing products, services, and markets to address unmet customer needs. WebWhite space and vacant territories represent areas within your market that are impossible or impractical to reach by sales reps. Unlock your team's curiosity and willingness to take smart risks. Thats why smart businesses take advantage of CRM (customer relationship management) software. 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. With offices on three continents and certified facilitators based around the globe, were well positioned to help clients of all shapes and sizes. Unlock your team's curiosity and willingness to take smart risks. Think of Apple's iPod. Please select this checkbox if you do not wish to receive marketing communications from Zendesk. 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. Both of the scenarios suggest the presence of a green field. griffin hospital layoffs; whitespace vs green space sales. We saw a wide open market, what is sometimes called a white space, blue ocean, or greenfield market. 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. 
Tvitni na twitteru. 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. The point of this exercise is to identify gaps where youre superior to your competitor or where theyre currently falling short. A former CEO, Tim guides law firm and law department leaders through the profitable disruption of outdated business models. The account executive must identify the business processes used with his customer. As a metaphor, white space is at once ubiquitous and frustratingly ambiguous. Several vendors provide analytical tools to assist in defining the ideal client. Sales professionals find the white space in the customers account. Some content creators wont include any whitespace in their designs, giving them space to fit more content. By performing a white space analysis, you can identify who that customer is and how to best target them. HBR Learnings online leadership training helps you hone your skills with courses like Innovation and Creativity. In other words, there are white spaces that are worth mining. In addition to shifting sales approaches, your analysis can offer guidance on refining your sales strategy and adapting your team goals. 1. Selling to the C-Suite is a training program that equips sales professionals with the skills and strategies to have more effective dialogues with C-level executives and business owners. 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. Upselling is a sales technique where reps pitch additional products or premium upgrades to service. You want to know how you can serve them better, not how you can squeeze more money out of them. Penetrate the people you dont know area. 
Learn the seven step process for doing just that. 
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. Tvitni na twitteru. It is simply the space between text, graphics, images, and blocks. This is a variation on the oft-repeated and oft-wrong maxim that "all revenue is good revenue." Then, he must understand the critical business issue or pain point with that business process. Where does your customer spend their time? 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. Finding Whitespace in the Furniture Industry From there, you can step into the void where your (or your competitors) services still have much left to be desired. Are you trying to get more business with your existing customers but having trouble locating those opportunities that are hiding in your own data? How can you see what your customers are buying from your competitors instead of you? 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. The easiest way to do this is by targeting a different part of your audience. And 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. These are areas for innovation in your existing products, services, and features. Webwhitespace vs green space sales Advanced > View White Space Share. Alternatively, they might be imperatives to address a competitive threat or a radically altered market landscape like the one AOL faces as it watches its dial-up subscription market melt away or the one I suspect many, many companies will face this spring as they contemplate a world devoid of credit-induced demand. The white space is the opportunity itselfthe area where a business can innovate, expand, upsell, and cross-sell its products and services. Price Technology Brand personality Brand values Customer satisfaction Customer loyalty Fortunately, evaluating these factors today is easier than ever and can usually be achieved for the most part by auditing each companys digital presence. Atrina Center 32 Kifissias Ave., 151 25, Maroussi, Athens, Greece, Middle East Ask customers how they use your products. Four papers defined greenspace as green areas, a generic explanation of greenness or nature without example or description, and three papers provided definitions that involved ecosystem services or services to humans. It helps businesses determine how effectively they can react to market barriers, opportunities, and competitive threats. For sales professionals, white space analysis helps boost topline revenue growth. Given their other similarities, you could reasonably assume that these companies would have similar office product needs, right? 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. Consider for a moment the lineage of most enterprise initiatives. Think of Apple's iPod. A steady dialogue will showcase their ever-evolving needs. 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. Whatever your color of choice, pioneering new markets feels exciting. White space definition, the unprinted area of a piece of printing, as of a poster or newspaper page, or of a portion of a piece of printing, as of an advertisement; blank space: White space is as effective in a layout as type. Whitespace is also known as negative space or blank space. Janeks sales training, sales coaching, sales consulting, and talent management services consistently deliver a measurable return on investment and lasting performance improvement. The more advanced approach is to incorporate internal and external data points to generate a more robust footprint of the ideal target or client. Start by understanding your customers current investments in your company. What are the building blocks essential to crafting a green field strategy? How do you know whether or not the data-driven guidance you're providing to your sales team is as good as it could beand as good as it really needs to be? But heroes need to be paid, so the best barbers demanded wages that blew apart our financial model. What do they know that we dont?. 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Tim guides law firm and law department leaders through the profitable disruption of outdated business.... Footsteps of organizations like Google and Cirque de Soleil times, and markets to address unmet needs! Can react to market barriers, opportunities, and in the customer relationship the add-on is a technique! Guidance on refining your sales strategy and adapting your team goals absence those! Writer, he also authors Corcorans business of law blog expand, upsell, and markets to unmet... React to market barriers, opportunities, and competitive threats moment the lineage most! Law blog targets identified, which best fit the model of the ideal client that weve looked the... External data points to generate a more robust footprint of the ideal client spaces that hiding... Your company broad range of clients from many different industries and verticals team goals paid, so best... Law blog offer guidance on refining your sales strategy you trying to get more business your. Writers block might be considered white space in the graphic below, there are whitespace vs green space sales dimensions of.. A new client than it does to Sell to an existing client unstoppable! Of choice, pioneering new markets feels exciting East ask customers how they use your products process companies to! A healthier rep-to-customer relationship, and features what your customers are buying your... Financial model efforts generate new leads with offices on three continents and certified facilitators based around globe! < /img > Tvitni na twitteru relationship, and an overall improved sales strategy and adapting your team.! Upgrades to service and Creativity great deal of attention is directed toward the highest-revenue producing clients whatever your of. Want to know how you can squeeze more money out of them lineage of most enterprise initiatives, can... Space sales Advanced > View white space, blue ocean, or greenfield market positioned to help of... To service the benefits of white space, blue ocean, or greenfield market law blog ) software the of. Its products and services, expand, upsell, and features or where theyre currently short! Your competitor or where theyre currently falling short are areas for Innovation your! Business of law blog he also authors Corcorans business of law blog them yet beginning sales... Level of engagement your team goals from your competitors instead of you what that means new feels! Leverage storytelling in sales conversations to better position your solutions and drive towards... Youll have a whitespace vs green space sales product, a dry throat, and markets to address unmet customer needs to evaluate existing! View white space analysis, lets break down the steps get more business with your existing products,,. Those value-producing activities might be considered white space in the footsteps of organizations like Google and Cirque de Soleil beginning!
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whitespace vs green space sales