Success often hinges on the ability to uncover opportunities where others see none – to venture into uncharted territory and turn seemingly dormant accounts into thriving business ventures. For me, this journey began at Cisco Systems, where I was branded the “Whitespace Guy” and tasked with breathing life into a portfolio of accounts that had been overlooked by others.
The Birth of the Whitespace Guy
As a new addition to the team, I found myself assigned to a unique set of accounts within the Select organization at Cisco Systems. These were not your typical enterprise accounts; they were what we referred to as “whitespace” – large accounts with significant revenue potential but had seen zero activity, for better or worse. It was clear that these accounts had been neglected, overshadowed by the focus on more lucrative opportunities. There were some existing accounts I had to upsell where I built a thriving business.
Challenge Accepted
Undeterred by the daunting task before me, I saw an opportunity to prove my worth and make a tangible impact. With a deck of 25 whitespace accounts in hand, I set out to defy expectations and showcase my ability to drive growth in untapped markets. It was a chance to prove that with the right strategy and determination, even the most neglected accounts could become pillars of success.
Unleashing the Power of Whitespace
Drawing upon the tactics and principles I had honed over time, including those I write about on Lobo Social, I dove headfirst into the world of whitespace sales. Leveraging tools like social media, particularly LinkedIn, and harnessing the reputation and brand power of Cisco, I began to breathe new life into these dormant accounts.
A Career-Defining Moment
The results were nothing short of extraordinary. In a testament to the power of persistence and strategic thinking, I grew the deck of whitespace accounts by a staggering 85,000%. While starting from zero certainly made the percentage impressive, the growth was nonetheless a testament to the effectiveness of the approach.
Building Upon Success
But more than just a moment of triumph, being branded the Whitespace Guy was a career-changing experience for me. It was a recognition of my ability to see potential where others saw none, to uncover opportunities hidden in plain sight. It was a realization that demand generation – the art of developing, growing, and hunting for new business – was a skill worth cultivating and leveraging to its fullest extent.
Embracing the Whitespace
For all the BDRs out there, my journey as the Whitespace Guy serves as a reminder of the value of perseverance, creativity, and strategic thinking in the world of technology sales. It’s a testament to the power of turning challenges into opportunities, of embracing the unknown and forging your path forward. So, embrace the whitespace, dare to venture where others fear to tread, and unlock the limitless potential that lies within. After all, being the Whitespace Guy isn’t just a title – it’s a badge of honor, a symbol of resilience, and a testament to the power of possibility.
Anthony Lobosco
