Hi there! I’m Lakshika (a.k.a. “LT”), Customer Strategy Director at Databook, and I’m here to share how a customer of mine successfully used Databook to uncover whitespace opportunities at a number of accounts.
Navigating conversations in a whitespace account can be tricky, and I thought this story might inspire others to ramp up their preparation & positioning!
One account team in this example had a C-level meeting with a whitespace account and used Databook to develop a shortlist of provocative questions to build credibility with the executive - the executive was extremely impressed with the depth of research demonstrated at the meeting, and the AE was invited to a seat at the table in future conversations.
At another account, an AE found out that there was an RFP out for their account, and used information from Databook’s financial report for their CFO to draft an email to send to the customer CFO - successfully building a sharp persona-based story.
In another example, an account team was navigating a whitespace opportunity in the financial services industry for the first time, and used Databook’s industry insights to build out a use case for them to position in the market.
If you can expand the horizons of your knowledge base and then quickly identify and narrow down the areas of importance to your customer, you’ll be astonished at the quality of conversations you’ll be able to have, and the trust you will eventually build.
If you’d like to brainstorm more ideas on how to approach whitespace in your team, please feel free to reach out to me at lakshika.trikha@trydatabook and I’d be happy to chat through more examples and tips.
All the best!!