You cannot target an opportunity you do not see.
Blue Halyard Group works on the part of a commercial organization nobody measures: the sites, the accounts and the conversations that never made it into the pipeline in the first place.
Seeing it all needs three things to be true.
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01
Systems that agree
The ERP and the CRM have to tell the same story about what a site and an account are.
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02
Somebody assigned
Every site worth covering needs a name against it. Most territories cannot produce that list.
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03
Something to say
The people covering it need to know enough about the plant to hold the conversation.
Budget is a number somebody negotiated.
Revenue to potential is what the sites in a territory actually spend, whether or not anyone called on them. The work is usually one of the three above. Occasionally it is all of them.
