1. HIDDEN
REVENUE
Identifying Opportunities
Worth 8-12% More Revenue
“Hiding” in Your Existing
Customer Base
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© Copyright 2012 - Zilliant, Inc.

2. Struggling to Answer
Three Golden Questions
In a recent survey, B2B Sales VPs and
Directors were asked to name the three
most-powerful “customer insights” their
teams were lacking today.
Not surprisingly, the customer insights
that top the list answer vital questions
that come up on a daily basis:
1. Which additional products is a
customer actually willing to buy?
2. Which customers are starting to
defect to the competition?
3. Which specific customers should
be my highest priorities?
62.9% of sales executives say
Each of these simple questions has a that generating more business from
powerful influence on the revenues and existing customers is the primary
profits you’re able to capture from your focus of their overall sales efforts.
--- B2B Sales Executive Survey ---
existing base of B2B customers.
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3. Which Other Products
Will This Customer Buy?
Selling more to existing customers is a
well-established priority for most B2B
companies today. Companies know the
value of cross-selling, up-selling, and
selling into so-called “whitespace”.
But actually delivering on this priority
can be a significant challenge:
• Internal opinions about what each
account should be able to buy don’t
often line-up with the realities.
• Pushing products customers aren’t
willing or able to buy wastes time
and can damage relationships.
89.7% of sales executives say
Lacking insight into what products each that their teams lack visibility into
customer is really willing and able to the additional products a given
buy, it’s not too difficult to understand customer is willing to buy.
--- B2B Sales Executive Survey ---
why many teams give-up in frustration.
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4. Which Customers
Are About to Defect?
For a B2B company, losing a valuable
customer can cost you millions in future
revenues and profits. And once they’re
gone, getting that customer back will be
challenging and expensive.
Of course, it’s far better to head-off the
defections before they happen, but:
• It’s very difficult for people to see
the small changes in behavior that
are early indicators of defection.
• People just don’t have the time to
constantly monitor each and every
customer, looking for the signs.
87.2% of sales executives say
As a result, customer defection is often that their teams have poor visibility
only recognized when it becomes very, into which specific customers are
very obvious --- and by that time, a lot starting to defect to competitors.
of the damage has already be done. --- B2B Sales Executive Survey ---
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5. Which Customers Are
My Highest Priorities?
In response to the downturn, many B2B
companies have reduced sales coverage
and increased the number of customers
each salesperson is responsible for.
While being more efficient, this has led
to problems with sales effectiveness:
• People struggle to identify all of the
opportunities across each and every
customer in their book-of-business.
• It’s difficult for salespeople to give
much attention to each and every
customer in their book-of-business.
With these dynamics, it’s little wonder 92.3% of sales executives say that
that only the very largest or “loudest” their teams are unable to identify
customers get priority attention --- even and prioritize all the untapped
though the best growth opportunities potential in their customer base.
are often found with other customers. --- B2B Sales Executive Survey ---
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6. Data Is Everywhere,
But Answers Are Rare
In an effort to help, many companies
have opted to throw more data at the
situation. Their hope is that people will
be able to find the answers they need
once they’re given enough data.
However, there are a couple of major
problems with this notion:
• Most sales and marketing people
are not number-crunchers --- and
have no inclination to be analysts.
• Most sales and marketing people
don’t have time to conduct detailed
analysis around every customer.
So even with more data, there are too
many people still struggling to answer
the questions that really matter.
But…what if there was a better way?
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7. What If Your Team Were He actually buys
Shown the Answers? 5X the volume
he’s giving you.
What if they could see which products
each customer is really willing to buy?
What if they could see which customers
are leaving before they’re long gone?
What if they could see which customers
had the most untapped potential?
And, what if your team could be shown
these answers automatically, without all
the time-consuming analysis?
You don’t have to be psychic to see how
customer insights like these would allow
you boost revenues, fatten margins, and
keep your best customers buying.
But what you may not know is that it’s
now possible to have all these valuable
customer insights at your fingertips…
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8. SalesMax™ Provides the SalesMax has detected opportunities
Answers Automatically worth $166,000 with Acme Corp:
 $78K up-sell available in Category X
With a degree of scientific accuracy and  $42K cross-sell available in Category Y
rigor that cannot be matched manually,
 $19K wallet-share loss in Category Z
SalesMax shows you exactly where you
can capture and retain the most value  $27K wallet-share loss Category Q
from your current accounts:  Defection Risk = HIGH
 Analyzes each and every customer in
your business automatically---small or
large, no customer is overlooked.
 Automatically identifies, quantifies,
and prioritizes all opportunities to sell
more volume and sell other products.
 Identifies the early signs of customer
defection and prioritizes the greatest
risks and competitive intrusions.
Best of all, this incredible capability is
available as a subscription-based service
that’s easy on your cash-flow, with no
software to buy or manage.
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9. 8-12% More Revenue Company Description
Opportunities
Identified*
from Existing Customers
Industrial Manufacturer 9.8%
In case after case, the lack of visibility
into these crucial aspects of customer
purchasing behavior has proven to be Commercial Services 13.1%
extremely costly to B2B companies:
• Opportunities for 8-12% organic Automotive Distributor 8.5%
growth remain “hidden”---making it
that much harder to hit quotas and
achieve overall revenue objectives. Industrial Manufacturer 12.5%
• These hidden opportunities increase
your competitive exposure --- giving High-Tech Distributor 8.9%
competitors an entry-point from
which to attack the entire account.
Wholesale Distributor 12.7%
With SalesMax from Zilliant, companies
are finally able to gain the visibility they
need to mitigate the long-term risks and Aftermarket Distributor 14.7%
competitive threats; while exposing the
“hidden” opportunities that can help * Total amount of quantified wallet-share expansion and
recovery opportunities SalesMax identified within existing
them make their numbers this quarter. customers, expressed as a percentage of their revenues.
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10. Customer Case Study:
Uncovering $39 Million
An industrial manufacturer had tried a Sales Revenues Analyzed
number of things to uncover the organic
growth opportunities they knew existed
within their current customer base:
• A team of analysts attempted to find
the opportunities manually --- but
there were too many customers and
products to cover in a timely fashion.
• Analytical tools were pushed-out to
the sales people --- but adoption and
utilization was virtually zero.
SalesMax automatically analyzed over
10,000 of their customers and identified
growth and retention opportunities
worth $39 million. Customer-specific
“leads” were then sent directly to the Incremental Opportunities
assigned reps --- who began closing the
incremental business within weeks.
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11. Giving Your Team the
Customer Insights They
Really Need to Succeed
Every day, your team is working hard to
achieve their goals. And, they’re doing
the best they can with the information
and tools at their disposal.
Along the way, they’ve probably come
to the conclusion that all of the “blind
spots” and unanswered questions are
just something they have to accept.
Not anymore.
With SalesMax, “hidden” opportunities
to sell more, sell other products, and
Zilliant is the premier service provider of
stop customer defections can now be predictive guidance that turns sales strategy
identified, prioritized, and captured. into P&L results. For over a decade, leading
B2B companies have relied on Zilliant’s
To learn about SalesMax for your innovative solutions to reduce risk, gain
business, contact Zilliant today! advantage, and make their numbers.
www.zilliant.com  1-877-893-1085
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