In complex B2B sales you need know the buyers well because the value of anything is in the eyes of the buyers rather than in the eyes of the seller

Relationship Selling will help you to know the buyer well because the value of anything is in the eyes of the buyer rather than in the eyes of the seller

In complex B2B sales it pays to understand the people, problems, needs, challenges, politics and processes within your prospects.

Use Boxxstep opportunity planning and management software

No time limitations on usage with Boxxstep FREE standard subscription

View Boxxstep Subscription level benefits

Add or Import multiple company opportunities

Get started managing your complex B2B sales by importing or manually entering the company and opportunity information you want to manage within Boxxstep BRM

Understand more about each member of the buyer
team involved in the decision process

Capture critical information about the specific individuals in the buyer team
  • What’s important to them
  • Style and information levels
  • Your status with them
  • Opinion of your competitors
  • The Steps to take with them
  • Their Buying Power

Relationship selling organigrams – visualise what you need to do

Roles of the individual contacts (Financial, Operations, Technical):

  • Decision Makers
  • Approvers
  • Influencers
  • Evaluators

Reporting lines of each of the individuals involved

  • Executives
  • Management
  • Team members

The political landscape between the contacts

  • Alliances
  • Influencers
  • Conflicts

Opportunity SWOT & RAID charts

  • Strengths/Risks
  • Weaknesses/Assumptions
  • Opportunities/Issues
  • Threats/Dependencies

Only 1 in 5 sales people identify and engage with all of the buyer team involved in the decision making process and understand what the process is.

Take Steps for success

Plan the  steps you need to take in complex B2B sales with each contact in the buying process based on what you know about them

  • Select Step via drop down menu
  • Set deadline dates and reminders
  • Sync with 365 and Google
  • Assign steps to other user
  • Colour coded Step status

The best free tool for
Complex B2B sales

Share information

Complex B2B sales are increasingly a team pursuit, so working with colleagues and management is essential

  • Share access to your information with other users
  • Shared information can be viewed and edited
  • Team members can comment on opportunities
  • Allows sales leaders to work with a team of sales professionals
Opportunity Planning Reports
All opportunity information is summarised in a useful report for management and colleagues, or upload it to your CRM.
  • Summarises the opportunity drivers and processes
  • Details your objectives and value proposition
  • Highlights the status and needs of each contact
  • Positions your competition
  • Displays decision making roles, reporting lines and internal politics charts
  • Includes opportunity SWOT analysis
Company Opportunity Planning Reports
Having captured some valuable information, you can turn it into a useful report for management and colleagues or upload it to your CRM.
  • Summarises the opportunity drivers and processes
  • Details your objectives and value proposition
  • Highlights the status and needs of each contact
  • Positions your competition
  • Displays charts for the decision making roles, reporting lines and internal politics
  • Opportunity SWOT/RAID analysis

How Boxxstep BRM complements your CRM

What you get with Boxxstep

Dashboard

See the status of your contact relationships,
at the same time as any next steps that are due

Companies

Add or import companies in order to manage them for better account planning

Opportunities

Track the important sales drivers in each opportunity that you create

Contacts

Track the important information about each contact in the buying process

Steps

Set the steps you, or a team member, need to take with each contact to improve your chances of success

Decision Process

Capture and track a prospects decisions and their buying process

Objectives

Set, track and manage your objectives and tasks for each opportunity

Relationship Maps

View as a PDF and download decision making roles, reporting lines and political landscape org charts

Account Plans

Generate an opportunity plan, including relationship maps and summaries of all the important information

Share

Share access to your Information with management and colleagues

Comment

Make comments on opportunities and your team sales strategies for them

SWOT Analysis

Create a Strengths, Weaknesses, Opportunities and Threats table for the account

Sync

Sync reminders from Boxxstep BRM with your Office 365 or Google Calendars