Objective
Identify expansion opportunities in existing customer accounts. Find new departments, new use cases, and new stakeholders. Turn one deal into a platform relationship.
Outcome
New pipeline generated from existing accounts with warm relationships and proven value.
When
Weekly
Duration
30 min
Steps
4
Prompts
4
Identify expansion-ready accounts
3 minThe AI checks customer accounts for buying signals: hiring in adjacent departments, new leadership, increased engagement, or product usage triggers.
Prompt
Which of my closed-won customers are showing expansion signals? Look for new job postings, department growth, or contacts engaging with us again.
Expected result
Customer accounts ranked by expansion potential with specific signals.
Map adjacent buyer rooms
3 minYour existing champion can open doors to other departments. The AI identifies parallel buyer rooms in other functions.
Prompt
For [Customer], who else in the organization could benefit from what we do? Find department heads and leaders in [adjacent function] that I haven't talked to.
Expected result
New contacts at the account in adjacent departments with roles and a recommended approach.
Leverage your champion
3 minYour champion has credibility internally that you don't. A warm handoff from them to another department is the highest-converting expansion motion.
Prompt
Draft an email to my champion at [Company] asking for an introduction to [Target Name] in [Department]. Reference the results we've achieved together.
Expected result
Email to champion requesting internal introduction, plus a forwardable blurb about results achieved.
Create the expansion opportunity
1 minTrack expansion pipeline separately so you can measure it. The AI creates the opportunity record and links it to the existing account.
Prompt
Create a new opportunity for [Company] expansion into [Department]. Set the stage to Discovery and link it to the existing account.
Expected result
New opportunity created in pipeline, linked to the account, with initial contacts added.