Years ago, in one Wendy’s most famous advertising campaign, Octogenarian Clara Peller asked audiences: ‘Where’s the beef..?’

 

In sales, it’s a lot like asking your team (where’s the rest of the stuff?’)

 

The stuff under our noses - the unexplored opportunities

 

White space analysis helps your team to ‘unlock’ potential within existing accounts or territory.

 

And it’s a great coaching exercise with teams or individuals.

 

It opens eyes and minds, and helps your salespeople with ‘big-picture’ thinking.

 

• Where are you leaving money on the table?
• Where is the competition not offering value?
• How could you align with customer needs?
• What is your revenue potential here?
• What’s your plan to ‘landscape’ the relationships?
• How can I support you to develop your plan?

 

In this week’s episode, let’s help you to coach your team with White Space Analysis so they come up with ideas and a plan to maximize revenue.