Course Code: LEAD-406

Format: In-Person / Virtual

Description: Growth comes from existing customers. Using the Pareto Principle (80/20 Rule), this course teaches KAMs to perform "White Space Analysis", identifying cross-sell gaps to maximize Share of Wallet in Fortune 500 accounts.

Learning Objectives:

Create a "White Space Analysis" to find cross-sell gaps.

Develop strategic expansion plans for high-value clients.

Apply the Pareto Principle to account prioritization.

Scholar-Practitioner Framework:

Theory: The Pareto Principle.

Application: The Account Expansion Map.

Curriculum: Farming vs. Hunting; The Account Audit; Strategic Relationship mapping.