Are your salespeople putting enough time, effort and thought into developing and retaining business with your current customers, especially in large key accounts? And even if they are, how do you know if they are doing this effectively?
Attracting new customers will cost your company 5x more than keeping an existing customer, so it’s important to take advantage of gaining share of wallet with your existing customers.
At Butler Street, we use and teach Key Account Management to add focus and process to identifying growth opportunities and advancing relationships. Commonly referred to as a “white space” report, we track customer initiatives and determine how our solutions can add value; we identify both our customers and our competitors performance gaps to align our solutions to close those gaps; and use this report to consistently increase the number of identified opportunities to add to our action planning process. In short, the white space report provides you with actionable insights you need to grow.