Learn how sales reps find untapped selling opportunities in existing accounts. The process: review what customers already bought using filters, identify gaps by drilling into accounts and toggling opportunities, then create tasks or new opportunities from the dashboard to act on what you find.
Chasing new business is always exciting, but as a sales rep, it's also important to increase sales to existing customers and prospects. Here are three easy steps for discovering white space and creating additional selling opportunities. Start by understanding your customers current investments with your company. Get a clearer view of your customers and prospects by viewing the products they have already purchased. Use the dashboard to zero in by opportunity type, record type, industry account, product and time period to get a better understanding of white space opportunities. Next, dive further to identify whitespace with the right account. Toggle between open opportunities or closed one to drill down deeper by opportunity type. Click on the map to filter the dashboard by region. Get a quick glance at your customers current investments and identify the right product to satisfy their additional needs. Finally, create a new opportunity right from the dashboard. After you identify the right product and account, open the Actions panel to create a new task, event or opportunity right from the chart. Add specific details to move quickly from insights to action. To learn more, visit the Sales Analytics Playground.
