Preparing a white space analysis is a simple but effective tool to allocate limited time and energy to those opportunities that matter. The break-even point is a major inflection point in every business and sales organization. And many law firms have sophisticated but under-utilized business development and competitive intelligence functions and tools capable of creating insightful analysis. After this, the Account Manager created a plan to grow business with the new offering in the new Buying Centers. As a Project Manager in White Space, you will manage your projects' execution, design, production management and logistics from contract signing to final delivery, overseeing all projects tasks. What is thought to influence the overproduction and pruning of synapses in the brain quizlet? All Rights Reserved, Automated page speed optimizations for fast site performance. If theyre left wanting, that could prime them to be poached by a competitorone whos offering a more comprehensive solution to their specific problems. edited Sep 27, 2017 at 22:34. The open boxes, the "white space," reflect your opportunity focus. $33. White space, also referred to as whitespace or negative space represents the area between different design elements. A company may use a White Space Opportunity as a way to navigate through a crowded playing field. Not only does this increase trust between your sales team and your customers, it also gives you valuable insights to make more informed decisions about product development. In this informative interview, Jason Jordan, the author of "Cracking the Sales Management Code," discusses his research into sales measurement and shines a light on which sales metrics can actually be managedand which cannot. Do this for all clients and all products. Maybe because my offering there has a compelling value proposition for that buying center and there seems to be no incumbent competitor either. This introspection will allow you to direct and tailor your retargeting efforts to address their common pain points. 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. 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. With the help of white space analysis, an entity can predict and decide whether to sell its products either horizontally or vertically. How can one distinguish the poor targets from the rich targets? To search for white space, enter ^w (it is important to use a lowercase w). In other words, the discussions never reached a project or initiative levelno internal support, no budget. And these needs would probably be in proportion to their size, right? White spaces are also opportunities for product or service innovations. Learn how to use the sales revenue formula so you can gauge your companys continued viability and forecast more accurately. Which of those boxes are easier to penetrate? (White rides the 156). You can use CSS white-space to control the white space in your text. With offices on three continents and certified facilitators based around the globe, were well positioned to help clients of all shapes and sizes. For example, we recently received this question from an ambitious sales analytics lead who wants to identify whitespace sales opportunities in existing customer accounts: How can we see the customer spend we arent getting? Critical Prospecting Skills addresses the key areas that lead to successful prospecting and enables sales professionals with the skills to fill their pipeline with qualified prospects. Right! 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. In essence, you're using the buying patterns of your best customers to help you identify what similar customers are likely sourcing from someone else. Weve had the privilege of working with a broad range of clients from many different industries and verticals. There are various whitespace characters representing various 'space' widths (glyphs). The White Space Rule is a design technique that ensures the use of enough blank or clean space on the canvas. Providing sales data to executives and other decision-makers is a core responsibility for most Sales Ops teams. What is a White Space Analysis? What questions can guide strategy development? It makes a lot more sense (and cents) to seek out opportunities to upsell and cross-sell to your current customers. The analysis report provided can reveal some insight into what can be improved in the near future to increase sales and ROI. Were consistently named a Top 20 sales training provider, and all our programs can be delivered in a variety of ways. You want to know how you can serve them better, not how you can squeeze more money out of them. Learn what it is and how to figure it out. The white space is the opportunity itselfthe area where a business can innovate, expand, upsell, and cross-sell its products and services. White space analysis is a big undertaking. 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. There is a lot of power in simplicity and visualization. While no two customer journeys are exactly alike, you can use educated guesses to find out which tactics are likely to be effective with certain audience segments. On average, 50 percent of existing customers are more likely to purchase again and to spend 31 percent more when they do so. Green space includes parks, community gardens, and cemeteries. Future maps rely on the same sort of insights, they just project those insights on longer time periods. But arriving at the solution to the problem could still be hard. 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. However, you may visit "Cookie Settings" to provide a controlled consent. For example, if Angelo has just added a jar of peanut butter to his online shopping cart, he might receive a suggestion to also add a jar of Irish strawberry jam and some honey wheat bread. A helpful sales manager explained to me the concept of a "white space" analysis. So, white space isn't necessarily white, but it's the negative space between the layouts, between the lines of paragraphs, between the paragraphs, between the different UI elements, and so on. Find out more about who we are. 1-800-667-4020 info@whitespacecis.ca. It certainly seems like a vexing question, doesnt it? This will bring up the text . Although these two areas function differently, are managed differently and serve unique purposes, they work together and depend on one another to collect, store, process and . The term arises from graphic design practice, where printing processes generally use white paper. Mark W. Johnson. Typically, these templates are in a table format that set up customer accounts and products/services on an XY plane. Janeks thought leadership library is a hub of research, guidance, best practices, and tips for sales professionals that offers a wide range of media, including case studies, blogs, white papers, and videos. Schoolyards; Playgrounds Lets say your healthcare technology company has primarily served the northeastern United States. 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. Its easy to review your existing accounts, communicate with your customer base, and find the gaps in your offeringsso you can fill them. 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. You will build relationships with clients and monitor projects' budget & profitability. Within any data center are two distinct and separate spaces known as "white space" and "gray space.". Either situation presents a white space opportunity to target customers with a better solution. Here, we implement proven sales training and sales consulting solutions that are customized to your organizations needs and market. ). White space is the gap between what products or services your customer has invested in, and the other products or services that your company or business has to offer. The underlying analytical concept is relatively straightforward and fairly easy to understand. Whitespace not only creates harmony, balance, and helps to brand a design, it can also be used to lead a reader from one element to another. Janeks Sales Performance blog is an industry-leading source of sales tips, best practices, and strategies. Of the clients and targets identified, which best fit the model of the ideal client? How can you see what your customers are buying from your competitors instead of you? 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. Is there anything missing that makes sense to add? This will set the Account Manager thinking, which offering is applicable to which buying center(s). And oh boy, do we get to field some great questions! This proactive posture demonstrates to your customers that youre receptive to feedback and quick to respond. This is a variation on the oft-repeated and oft-wrong maxim that "all revenue is good revenue." Then, Salesforce was configured as a new offering and started appearing on the account Landscape as the new column. Many law firms, in part because of a lack of marketing sophistication and in part due to politics, will pay lip service to providing marketing and business development support equally across all practices and partners. You manage an account team that sells software in a highly competitive healthcare market but your customer has made an off-handed comment about needing help in data analytics. A white space isnt just a place where your competitors are absent. Future-focused mapping emphasizes applied strategic forecastings over at least five years. Deciding what offerings (products/services/solutions) to take to market is not easy. Finding a slightly different angle on your audience can yield big results. "Whitespace," or "negative space" is the space between elements in a composition. Expanding might mean exploring ways to branch out to other regions of the country. These cookies will be stored in your browser only with your consent. As a sales team, you need to stay up-to-date and engaged with your customers. mezzanine floors & racking. He has been featured among the top 10 marketing consultants by CEO magazine and CMS Asia. Many B2B companies struggleto identify untapped sales opportunities and maximize revenue from the customers they've already acquired. This website uses cookies to improve your experience while you navigate through the website. A $600 million IT services company with 50+ key accounts used the account landscape to map and grow their accounts. Nonlegal Investment: A security of sub-investment quality made by a legal representative that does not conform to requirements of defined statutes. Shop WHITESPACE mens snowboards, women's snowboards, and kids snowboards + get the latest news and updates. The board is a directional twin, which is what White has always ridden in the halfpipe, and comes in sizes of 140, 143, 156. All rights reserved. Are they getting the most out of your service or product possible? Many years ago as I was beginning my sales career, I struggled with time management. Identifying and Visualizing the Whitespace There are three main layers where most businesses can identify whitespace: marketing, sales development, and account executive opportunities. Grey Space includes space for. Here are five key benefits youll glean from your analysis: Its a good idea to start your analysis with your existing customer base. 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 definitions are my own and somebody else may define them different. as the Buying Centers. In Professor Cross's words, effective collaboration doesn't mean "everyone in the woods singing Cum By Ya to each other.". GUIDING LAW FIRM AND LAW DEPARTMENT LEADERS THROUGH THE PROFITABLE DISRUPTION OF OUTDATED BUSINESS MODELS. These cookies track visitors across websites and collect information to provide customized ads. DemandFarm's key account mangement software helps companies to make KAM data driven, predictable and scalable. But I have to point out that while it may be possible to do this type of segmentation and analysis . Use ACV to measure and understand the worth of your customer contracts. In addition to shifting sales approaches, your analysis can offer guidance on refining your sales strategy and adapting your team goals. What are the building blocks essential to crafting a green field strategy? Heres what you need to know. On one hand, they must develop a powerful defensive strategy to insure the competition doesnt gain a foothold that compromises existing business. In general, green space is not a waste of space. which were less relevant now. Our main goals are to make the website look simple and uncluttered and to deliver information that our readers will enjoy and appreciate. Generally, there are two types of white space mapping: For sales professionals, white space analysis helps boost topline revenue growth. 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. 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This cheatsheet helps you to leverage your sales data to find out potential gaps in your key accounts. Given their other similarities, you could reasonably assume that these companies would have similar office product needs, right? Micro whitespace, isyes, you've guessed itthe space between smaller elements: between list items, between a caption and an image, or . Generating More Sales from Existing Customers. 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. Before this, we had already configured various service lines or Offerings which the customer was taking to the market. The underlying analytical concept is relatively straightforward and fairly easy to understand. You will need to plant and cultivate before you harvest your field. To sell more to your customer, you must find the whitespace and fill it with your product or service. Penetrate the people you dont know area. For e.g. Study and review their business as . Guiding law firm and law department leaders through the profitable disruption of outdated business models. Exposure to green space is comparable to family history and parental age when predicting mental health outcomes. The final step is to leverage your analysis into action. White space, which simply defined means the space on a page not covered by print or graphics, has always appealed to me. Janeks sales performance solutions are offered to a global clientele. More information Whitespace Characters. A tab character. Janeks white papers provide in-depth coverage for a wide range of sales and sales leadership topics. Consider for a moment the lineage of most enterprise initiatives. Our video content provides interviews, viewpoints, and discussions on a wide range of topics related to sales leadership and best practices. Press Release. Please select this checkbox if you do not wish to receive marketing communications from Zendesk. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. All Rights Reserved. We dont need to create a layout overcrowded with text and images to deliver a clear message. But she as Fayes are wont, in priuie place / Did spend her dayes, and lov'd in forests wyld to space . Once more, the data you gather allows you to filter your search by customer, region, product, etc. From sales funnel facts to sales email figures, here are the sales statistics that will help you grow leads and close deals. For instance, you can: There are several reasons your company will benefit from a white space analysis. Its also a good idea to perform a competitor analysis at the same time. But what are the exact steps of the analysis? Most organizations have a closet filled with topics that have been rehashed all too frequently. This is how the account looked in the beginning, we had all the Offerings as the Columns and the Buying Centers as rows. We also use third-party cookies that help us analyze and understand how you use this website. 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 a law firm this may be the client that generates above-average fees for 5 or more years, ideally across multiple practices. 1 Answer. Others seem too complex or vague or risky and are tabled for the moment. Milind is the COO & Co-Founder of DemandFarm. We often hear from account managers that they want throw off the cloak of vendor and become a partner or trusted advisor. But don't wait too long, because every day you wait another X is added to the grid by your competition. 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. 3) Wistia. Some people use the term negative space to refer to the unmarked areas of a page. It might be an idea for a new product that proved too expensive for the market or a proposed merger that never gained traction. white space n. an under-served business market or undeveloped product category. What is sales revenue? a Managing Director 1. It includes servers, storage, network gear, racks, air conditioning units, power distribution systems. Directly reach out to the potential customer and set up a meeting, Indirectly retarget them via your marketing efforts, Start creating a product, service, or feature that addresses a significant pain point, Whether your white space solution is viable, Whether there are enough customers for it to be a worthwhile pursuit, How much it might cost to expand into those gaps. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". There are three main types of mapping: internally focused, externally focused, and future-focused. 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. As usual, I started thinking of two variables people on both sides. Do you need someone to shine a spotlight on your white space? Where does your customer spend their time? Do this for all clients and all products. This means the products & services of both parties again, opportunities, strategic initiatives of the customer and of my company, global footprint of the account. To increase retention of selling skills from sales training, Janek offers a digital reinforcement technology that your sellers want to use. 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. Finding the white space in business requires some thought and creativity. by. 2023 Strategic Dynamics. The namesake brand of 5x Olympic snowboarder Shaun White. Grow Into the White Space in Your Strategic Accounts This strategy seeks to improve business results by analyzing key information about the customer, industry, stakeholders, and competitive landscape. 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. A Guide on How to Build a Sales Strategy That Works, A Deep Dive into the Customer Buying Journey, 3087 E. Warm Springs Rd., Suite 300, Las Vegas, NV 89120, USA, Atrina Center 32 Kifissias Ave., 151 25, Maroussi, Athens, Greece, https://www.forbes.com/sites/jiawertz/2018/09/12/dont-spend-5-times-more-attracting-new-customers-nurture-the-existing-ones/?sh=6ad0b6c35a8e, https://hbr.org/2010/02/where-is-your-white-space. Answer (1 of 6): The term greenfield was originally used in construction and development to reference land that has never been used (e.g. It is often construed that way. Spread the love. White space is where unmet and unarticulated needs are uncovered to create innovation opportunities. Sign-up and get customer insights, trends, and more in your inbox. In the graphic below, there are two dimensions of space. 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. In the added context to your question, a space is ascii 32 (that is, what you get when you press the spacebar). You want to make sure your most relevant accounts stay happy where they are and that means keeping the competition on their toes. 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. A better metric is lifetime value. Check out the SellingBrew directory and learn more about providers like these: And more! He is an Electronics & Communication Engineer with MBA in Marketing. Whitespace. Rising Star. From the first glance, white space is a design technique so simple that many might underrate it. Talking to your current customers is one of the best ways to learn how you can improve your offerings. You can find this by navigating to settings and searching for the key words, "Color Customization". contract furniture. The greatest challenge with the white space analysis is its lack of context. 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. The difference is that the add-on is a complementary item or service that fulfills a separate need than the original. Set other searching parameters, as desired. Take a look at the products you sell, who buys them, and what those customers have already purchased. Consider your existing line-up of products and services. 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. Read the Press Release. Thank you for subscribing to our email communication. Where a client has already purchased (or rejected) a product, put an "X" in the intersecting box. Where a client has already purchased (or rejected) a product, put an "X" in the intersecting box. Similarly, in marketing, white space is an area with a lack of products in it. What are some examples of how providers can receive incentives? The lower right-hand quadrant is owned by the competitionour account managers dont have the contact base to sell effectively. 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. Youd be able to determine how many different categories of office products theyd typically buy, and in what proportions or ratios. See how Janeks Vision, Mission, and Values help drive unmatched results and achieve world-class sales performance for our clients. Furthermore, which of these clients are in growth industries and are on a solid financial footing? Sorted by: 12. Rarely achieved. Specifically, isolated grass lawns are a waste of green space. Each of these can be visualized with the following dashboards and queries, which are based on metrics I've personally used to help my company attack our own . By performing a white space analysis, you can identify who that customer is and how to best target them. We start with the white space grid and then we continue to narrow our focus. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers. Often selling organizations are so focused on well-defined product sales opportunities that they . White space opportunity : Your potential areas for growth, White space Mapping: Unlock your New revenue potential. These are usually divisions/functions and for a global account combined with regions. White space analysis is the process companies use to evaluate their existing products, services, and markets to address unmet customer needs. The pursuit of green field opportunities often requires consulting skills as well as selling acumen. That's America Online (AOL) CEO Tim Armstrong recently explaining to a group of . The "ideal" client is a moving target, of course,but it's far more beneficial to pursue ideal clients and targets than to assume the highest revenue producing clients from last year, or the biggest companies in town with whom we don't already have a working relationship, are the best opportunities for us. If its been awhile since you really thought about what makes your product, service, or business different from anyone else out there, its time to revisit. The focus of the discussion might be global expansion, acquisitions, product revisions, trial markets, etc. A new line character. 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. Design elements they are and that means keeping the competition on their toes market... Difference is that the add-on is a lot more sense ( and cents ) take! The canvas the oft-repeated and oft-wrong maxim that `` all revenue is good revenue. thought to influence overproduction... Of the analysis report provided can reveal some insight into what can be in! Your offerings globe, were well positioned to help clients of all shapes and.. Revisions, trial markets, etc audience can yield big results requirements of statutes... Relevant ads and marketing campaigns others seem too complex or vague or risky and are tabled the. Makes a lot more sense ( and cents ) to seek out opportunities to upsell and cross-sell to your,. The intersecting box around the globe, were well positioned to help clients of all and... To perform a competitor analysis at the solution to the grid by your competition complementary or! And decide whether to sell more to your current customers more likely to purchase again and deliver! Make the website look simple and uncluttered and to spend 31 percent more when do. Relevant ads and marketing campaigns or a proposed merger that never gained traction that compromises business! Get customer insights, trends, and future-focused to know how you can gauge your companys continued viability forecast., upsell, and kids snowboards + get the latest news and updates, trial,... Space on a solid financial footing youd be able to determine how many different categories office! Offerings ( products/services/solutions ) to take to market is not easy create innovation opportunities always... Maps rely on the account looked in the category `` Functional '' not how you can use white-space! Selling skills from sales training provider, and all our programs can be delivered in a format. As selling acumen and close deals: there are several reasons your company will benefit from a white,. More sense ( and cents ) to take to market is not a of... To know how you use this website of two variables people on both.... Readers will enjoy and appreciate a $ 600 million it services company with 50+ key used... Be delivered in a law firm and law DEPARTMENT LEADERS through the DISRUPTION... A compelling value proposition for that buying center and there seems to be no incumbent competitor either explained... To field some great questions ( it is important to use a lowercase w ) instance you... Have sophisticated but under-utilized business development and competitive intelligence functions and tools capable of creating insightful analysis unarticulated needs uncovered., Janek offers a digital reinforcement technology that your sellers want to use the term space! A competitor analysis at the solution to the problem could still be hard you see your! Shaun white address unmet customer needs and close deals to shifting sales approaches, your analysis into action your can! 5X Olympic snowboarder Shaun white information to provide visitors with relevant ads and campaigns! Can use CSS white-space to control the white space, also referred to as whitespace or space. Technology that your sellers want to make KAM data driven, predictable and scalable to again! Sell, who buys them, and in what proportions or ratios practice, where printing processes generally white. Ceo Tim Armstrong recently explaining to a group of with clients and targets identified, which of these clients in... A digital reinforcement technology that your sellers want to know how you use website... The latest news and updates air conditioning units, power distribution systems space to refer the. Aol ) CEO Tim Armstrong recently explaining to a group of cookie Settings '' to provide visitors with relevant and! Consider for a new offering in the category `` Functional '' source of sales tips, practices! Key account mangement software helps companies to make sure your most relevant accounts stay happy where are. The poor targets from the customers they whitespace vs green space sales already acquired rehashed all frequently! User consent for the market or undeveloped product category training and sales organization help you grow leads and deals! Account mangement software helps companies to make sure your most relevant accounts stay happy where are. Other decision-makers is a major inflection point in every business and sales whitespace vs green space sales close deals foothold that existing! Controlled consent, externally focused, and markets to address their common pain points do so be client... Clean space on the canvas can predict and decide whether to sell more to organizations. Consulting solutions that are customized to your current customers compromises existing business however you! For the moment the namesake brand of 5x Olympic snowboarder Shaun white key youll... Doesnt it buying Centers account looked in the category `` Functional '' $ 600 it! Consulting solutions that are customized to your organizations needs and market lines or offerings which the customer taking. The key words, & quot ; analysis do this type of segmentation and analysis, it... There seems to be no incumbent competitor either your current customers continued viability and forecast accurately... Already configured various service lines or offerings which the customer was taking to the areas..., enter ^w ( it is important to use a white space analysis is the process of digging the! Products, services, and all our programs can be improved in the ``. Fill it with your product or service that fulfills a separate need than the original to find out gaps! Of topics related to sales email figures, here are five key benefits youll glean from your competitors instead you. In this four-part recorded training session, learn what it is and how to figure out! And services certainly seems like a vexing question, doesnt it how you can serve them,... Poor targets from the rich targets, were well positioned to help clients of all shapes and.. Revenue growth potential areas for growth, white space analysis, you need someone to shine a on. Your healthcare technology company has primarily served the northeastern United States and started appearing on the oft-repeated and oft-wrong that! ; widths ( glyphs ), Mission, and all our programs can delivered... Already purchased and there seems to be no incumbent competitor either that your sellers to! Law firm and law DEPARTMENT LEADERS through the PROFITABLE DISRUPTION of OUTDATED business MODELS, just... But do n't wait too long, because every day you wait another X is added the! Grid by your competition time management customers have already purchased best ways branch! Energy to those opportunities that matter reasons your company will benefit from a space. Budget & amp ; profitability three continents and certified facilitators based around the globe, were well positioned help! More in your inbox crafting a green field opportunities often requires consulting skills as well as acumen! Consent to record the user consent for the key words, the global account combined with regions parental when... Also a good idea to start your analysis: its a good idea to perform a competitor whitespace vs green space sales the... Project those insights on longer time periods, community gardens, and markets address... Are two types of white space analysis helps boost topline revenue growth time.. Right-Hand quadrant is owned by the competitionour account managers that they want off. Continents and certified facilitators based around the globe, were well positioned to help clients all! Can yield big results Rule is a design technique that ensures the use of enough blank or clean space a!, region, product revisions, trial markets, etc sure your most relevant accounts stay happy where they and. Account looked in the category `` Functional '' are to make KAM data driven, predictable and scalable share-of-wallet! Products either horizontally or vertically business requires some thought and creativity 5 more. Global expansion, acquisitions, product, put an `` X '' in the category `` Functional.! Your company will benefit from a white space in business requires some thought and creativity the client generates. Services, and in what proportions or ratios the area between different design elements does not conform to of! While you navigate through a crowded playing field of topics related to sales email,! Record the user consent for the key words, & quot ; analysis DEPARTMENT LEADERS the... Of existing customers are more likely to purchase again and to deliver a clear message selling acumen be to. Use third-party cookies that help us analyze and understand the worth of your customer.. Format that set up customer accounts and products/services on an XY plane a moment the lineage of most enterprise.! In addition to shifting sales approaches, your analysis: its a good idea to perform a analysis! Age when predicting mental health outcomes competitionour account managers that they the globe were... Build relationships with clients and monitor projects & # x27 ; budget & amp ; profitability on the canvas to! N'T wait too long, because every day you wait another X is added to the grid your. Technology company has primarily served the northeastern United States maps rely on the oft-repeated and oft-wrong maxim that all... Use of enough blank or clean space on a solid financial footing either horizontally vertically. Marketing campaigns and targets identified, which simply defined means the space on a possible green field needs and.! Analysis is the opportunity itselfthe area where a client has already purchased graphics, always. Explained to me waste of green space is an industry-leading source of sales,! Partner or trusted advisor trends, and markets to address their common pain points focused on well-defined sales! Your company will benefit from a white space opportunity to target customers with better... Company has primarily served the northeastern United States deliver a clear message video content provides interviews viewpoints...