Profile Customers To Manage Opportunities

1. Profile Customers To Manage Opportunities Executive SummaryProfile Customers to Manage OpportunitiesCustomer Profiles can be used in conjunction with Key Account Plans to strategizeand report on revenue opportunities with senior management. Additionally, thesetools can be further leveraged to internally communicate target customers fortraining purposes. The equivalent of this tool for external uses is a Case Study. UseDemand Metrics Customer Profile Template to more effectively manage salesopportunities 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 Metrics downloadable Customer ProfileTemplate to customize a tool that can be used across your department. Bring thisidea up in a meeting and demonstrate how these profiles can help your business tomanage new sales opportunities. © 2009 Demand Metric Research Corporation