Profile Customers to Manage Opportunities
Customer Profiles can be used in conjunction with Key Account Plans to strategize and report on revenue opportunities with senior management. Additionally, these tools can be further leveraged to internally communicate target customers for training purposes. The equivalent of this tool for external uses is a Case Study. Use Demand Metric's Customer Profile Template to more effectively manage sales opportunities by providing a simple reporting tool for senior sales management.
What Can Customer Profiles be Used For?
- Internal Training - customer profiles are a great vehicle to promote understanding related to what a happy, profitable customer looks like. Use this method to get your new recruits on the right track.
- External Communications - organizations that promote the success of their customers through Case Studies demonstrate their customer-centricity and provide reassurance to prospective clients that their solution is solid.
- Reporting on Opportunities - these one page documents are excellent for reporting on new business opportunities with senior management. Instead of asking senior leaders to run reports in a CRM system, you can provide them with the information they need to help out with client strategizing.
- Documenting Action Plans - once you have reviewed the current and future opportunities associated with this customer, document your step-by-step action plan to eliminate any confusion related to next steps.
Action Plan:
Customize your Tool - use Demand Metric's downloadable Customer Profile Template to customize a tool that can be used across your department. Bring this idea up in a meeting and demonstrate how these profiles can help your business to manage new sales opportunities.
