Workflow · Revenue

Find Account Opportunities

Find what to sell, to which accounts, and why now — spanning expansion into existing accounts and net-new prospects — then build the play for the strongest.

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Question it answers

What should we sell, to which accounts, and why now?

Inputs

· Account or target universe
· Offering catalog
· Scope (segment / geography)
· Signal window

Steps

1. Select accounts — Assemble the candidate set — existing accounts to expand and net-new prospects that fit the offering.
2. Read priorities & signals — Read each account's stated priorities and recent buying signals — builds, hires, funding, tenders.
3. Infer needs — Translate signals into concrete needs the account is likely to act on this cycle.
4. Match offerings — Map needs to specific offerings, favouring bundles a single-line competitor can't match.
5. Size the opportunities — Estimate deal value per account from comparable wins and the scope of the trigger.
6. Prioritize accounts — Rank on fit × signal strength so effort goes where intent is highest.
7. Build the play — For the top account, assemble the why-now, the evidence and the recommended route in.