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Profile Customers to Manage Opportunities

Guest post by: Jesse Hopps

Article Overview: 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.

Profile Customers to Manage Opportunities

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 Templateto 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.

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Article Tags: case study, customer profile, customer profiles, management profile, profile customers, profile template, revenue opportunities, sales management, sales opportunities, target customers



Related Forum Posts
Re: Two Useful Books To Help You Focus On The CLIENT - Hi David, To add to your thread, I'd like to recommend Jonathan Tisch's "Chocolates On The Pillow Aren't Enough: Reinventing The Customer Experience". Tisch's book includes content on "Welcoming Customers", "The New Art of Customization", "The Challenges of Customer Diversity" and "Offering Something Extra to Your Customers" to name a few.
Re: The Storm Brace a new invention - Hi Breck, To add your signature, click on "User Control Panel" above, then click on "Profile" and then "Edit Signature". You can also add a photo via the "Edit Avatar" link in the Profile section. DH
Re: Work At Home EStore (13775) - Maybe we need a folder where people who want to post this type of stuff can post it, rather than scattered throughout the forums... Something like Opportunities for Entrepreneurs... or something?
How to Do Great Marketing with (Amost) No Money - I've given this presentation to CEOs many times. Now i can share it with you. But I cannot because I do not yet have 20 posts. Jeff Ogden, President Find New Customers
Ron Popeil Interview - Evan, a recommendation for a Profile interview - Ron Popeil the TV infomercial product and upsell King. Thanks!


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