We often think of going viral as a way to reach far, wide, and fast. But think about going viral within—burrowing deep and reaching wide inside your best clients.

1. Go Viral
Inside Your Key
Accounts

2. We often think of going viral as a
way to reach far, wide, and fast.
But think about going viral within—
burrowing deep and reaching wide
inside your best clients.
Your best new-business
opportunities are inside
your best clients.

3. Let’s agree on a few basics…
• It’s easier to resell, upsell, and cross-sell
within a client than it is to find a new client.
• It’s easier to get an internal referral or
recommendation than an external one.
• It’s easier to get the order when you’re
already an approved vendor.

4. That’s why your best
new-business
opportunities are
usually inside your best
clients, not in unplowed
territory outside.

5. So go deep and go broad.
Ask your raving-fan contacts for
internal referrals…
“Who else in the company might I be
able to help?”

6. So go deep and go broad.
Ask your raving-fan contacts for
internal referrals…
“Who in the company is having
challenges I might be able to
help solve?”

7. So go deep and go broad.
Ask your raving-fan contacts for
internal referrals…
“Which colleagues of yours do
you think I should meet?”

8. So go deep and go broad.
Ask your raving-fan contacts for
internal referrals…
“What other departments here
might benefit from the kind of
problem-solving I bring?”

9. So go deep and go broad.
Ask your raving-fan contacts for
internal referrals…
“Are there some introductions you
could make for me that would earn
you some brownie points?”

10. Meet more people.
Make new friends.
Ask questions wherever you go.
Earn broader respect as a problem-solver.
Find more problems to solve.

11. Make more problem-solving proposals.
Close more business.
Deliver more positive business outcomes.
Become more famous around the company.
Get more referrals and keep it going...

12. Contrary to what some people
believe, making big clients bigger
doesn’t increase your risk by putting
more eggs in one basket—unless it’s
the only new business development
effort you have.
Rather, it diversifies your revenue
within that client, helping to protect
your revenue from business changes,
economic downturns, and most of all,
personnel changes.

13. Remember…
• It’s easier to resell, upsell, and cross-sell
within a client than it is to find a new client.
• It’s easier to get an internal referral or
recommendation than an external one.
• It’s easier to get the order when you’re
already an approved vendor.
So go deep and go broad.

14. For more information about ways to
improve your sales game, download the
ebook titled, “Howie Gets His Dream Job,”
and subscribe to our blog to stay on top of
the latest tips and trends for salespeople,
sales managers, and anyone trying to
increase their revenue.
So go deep and go broad.

15. Go Viral
Inside Your Key
Accounts