Share of Wallet Analysis When You Cannot See Competitor Spend
Share of wallet needs a denominator no customer will give you. The proxies for category spend, how each one errs, and which decision each is accurate enough for.
11 min read
#whitespace analysis
2 articles
Account Whitespace Analysis: The Empty Cell Is Not a Reason
Whitespace analysis maps what an account has not bought yet. That gap is not a reason to call. Here is what has to be true before a rep works one.
10 min read