Go viral inside your key accounts
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Transcript of Go viral inside your key accounts
![Page 1: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/1.jpg)
Go ViralInside Your Key Accounts
![Page 2: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/2.jpg)
We often think of going viral as a way to reach far, wide, and fast.
But think about going viral within—burrowing deep and reaching wide inside your best clients.
Your best new-business opportunities are inside your best clients.
![Page 3: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/3.jpg)
Let’s agree on a few basics…
• It’s easier to resell, upsell, and cross-sell within a client than it is to find a new client.
• It’s easier to get an internal referral or recommendation than an external one.
• It’s easier to get the order when you’re already an approved vendor.
![Page 4: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/4.jpg)
That’s why your best new-business opportunities are usually inside your best clients, not in unplowed territory outside.
![Page 5: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/5.jpg)
Ask your raving-fan contacts for internal referrals…
So go deep and go broad.
“Who else in the company might I be able to help?”
![Page 6: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/6.jpg)
Ask your raving-fan contacts for internal referrals…
So go deep and go broad.
“Who in the company is having challenges I might be able to help solve?”
![Page 7: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/7.jpg)
Ask your raving-fan contacts for internal referrals…
So go deep and go broad.
“Which colleagues of yours do you think I should meet?”
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Ask your raving-fan contacts for internal referrals…
So go deep and go broad.
“What other departments here might benefit from the kind of problem-solving I bring?”
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Ask your raving-fan contacts for internal referrals…
So go deep and go broad.
“Are there some introductions you could make for me that would earn you some brownie points?”
![Page 10: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/10.jpg)
Meet more people.
Make new friends.
Ask questions wherever you go.
Earn broader respect as a problem-solver.
Find more problems to solve.
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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...
![Page 12: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/12.jpg)
Contrary to what some people believe, making big clients bigger doesn’t increase your risk by putting more eggs in one basket—unless it’s the only new business development effort you have.
Rather, it diversifies your revenue within that client, helping to protect your revenue from business changes, economic downturns, and most of all, personnel changes.
![Page 13: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/13.jpg)
Remember…
• It’s easier to resell, upsell, and cross-sell within a client than it is to find a new client.
• It’s easier to get an internal referral or recommendation than an external one.
• It’s easier to get the order when you’re already an approved vendor.
So go deep and go broad.
![Page 14: Go viral inside your key accounts](https://reader035.fdocuments.in/reader035/viewer/2022062615/547bc49eb4af9ffd468b4ac6/html5/thumbnails/14.jpg)
For more information about ways to improve your sales game, download the ebook titled, “Howie Gets His Dream Job,” and subscribe to our blog to stay on top of the latest tips and trends for salespeople, sales managers, and anyone trying to increase their revenue.
So go deep and go broad.
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Go ViralInside Your Key Accounts