Go viral inside your key accounts

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Post on 01-Dec-2014

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We often think of going viral as a way to reach far, wide, and fast. But think about going viral withinburrowing deep and reaching wide inside your best clients.

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  • 1. Go ViralInside Your KeyAccounts

2. We often think of going viral as away to reach far, wide, and fast.But think about going viral withinburrowing deep and reaching wideinside your best clients.Your best new-businessopportunities are insideyour best clients. 3. Lets agree on a few basics Its easier to resell, upsell, and cross-sellwithin a client than it is to find a new client. Its easier to get an internal referral orrecommendation than an external one. Its easier to get the order when yourealready an approved vendor. 4. Thats why your bestnew-businessopportunities areusually inside your bestclients, not in unplowedterritory outside. 5. So go deep and go broad.Ask your raving-fan contacts forinternal referralsWho else in the company might I beable to help? 6. So go deep and go broad.Ask your raving-fan contacts forinternal referralsWho in the company is havingchallenges I might be able tohelp solve? 7. So go deep and go broad.Ask your raving-fan contacts forinternal referralsWhich colleagues of yours doyou think I should meet? 8. So go deep and go broad.Ask your raving-fan contacts forinternal referralsWhat other departments heremight benefit from the kind ofproblem-solving I bring? 9. So go deep and go broad.Ask your raving-fan contacts forinternal referralsAre there some introductions youcould make for me that would earnyou some brownie points? 10. Meet more people.Make new friends.Ask questions wherever you go.Earn broader respect as a problem-solver.Find more problems to solve. 11. Make more problem-solving proposals.Close more business.Deliver more positive business outcomes.Become more famous around the company.Get more referrals and keep it going... 12. Contrary to what some peoplebelieve, making big clients biggerdoesnt increase your risk by puttingmore eggs in one basketunless itsthe only new business developmenteffort you have.Rather, it diversifies your revenuewithin that client, helping to protectyour revenue from business changes,economic downturns, and most of all,personnel changes. 13. Remember Its easier to resell, upsell, and cross-sellwithin a client than it is to find a new client. Its easier to get an internal referral orrecommendation than an external one. Its easier to get the order when yourealready an approved vendor.So go deep and go broad. 14. For more information about ways toimprove your sales game, download theebook titled, Howie Gets His Dream Job,and subscribe to our blog to stay on top ofthe latest tips and trends for salespeople,sales managers, and anyone trying toincrease their revenue.So go deep and go broad. 15. Go ViralInside Your KeyAccounts