3 Wide 3 Deep
Expand Your Knowledge and Sphere of Influence
With any account or prospect there is almost always more than one point of contact that you can be working with. The goal of this program is to find as many of these people as possible to increase your penetration and ownership of the account. By focusing your efforts on expanding relationships to 3 different departments and speak to at lest 3 people in each of the business areas, you have a much better chance and maximizing the potential of your accounts.
When speaking to your customers, remember that all departments have product needs; you just need to find out what they are. If you have existing relationships to work with, once they are qualified, use these relationships to help you penetrate new areas of business.
Some areas of business to focus on are:
- Marketing
- Human Resources
- Training
- Corporate Office (Executive Assistants)
- Purchasing/Procurement/Strategic Sourcing
- Logistics
- Customer Service
- Sales
- Promotions
- Corporate Relations
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