Account & Relationship Mapping
Bigger buyers teams and consensus based decision making means that winning a sale is not simple. Relationship mapping helps sales teams to understand who’s in the buyer team, their roles, reporting line, internal politics and what’s important to each of them. It is the best way to successfully navigate and win complex sales.
There’s an average of nearly 7 people in a B2B buyer team today with different roles and responsibilities. Some make the decisions, some make recommendations and others have an opinion. Boxxstep enables you to show who’s who and who does what in the team. Decision Maker, Approver, Influencer or Evaluator and you can even tag them as Technical, Financial or Operational.
Every organisation has a structure with reporting lines. Boxxstep enables you to build an organigram to show who reports to who in the buyer team for the opportunity. You may have multiple opportunities with your prospects so you can build organigrams for each of them.
If you do have multiple opportunities with the same prospects but different contacts in the buyer teams for each you can also create an overall organisational chart showing the reporting lines of all contacts. In some instances that will be a lot of contacts, so we give you the ability to zoom in and zoom out.
SWOT and RAID analysis
For key or important deals SWOT and RAID analysis are invaluable.
Everyone has heard about SWOT (Strengths, Weaknesses, Threats and Opportunities), but RAID is equally if not more useful (Risks, Assumptions, Issues, Dependencies)
Good selling comes from good knowledge, preparation, planning and strategy.
Both SWOT and RAID will help.
“Boxxstep really helps us focus on the buyer team relationships and what’s important to them. It highlighted the gaps in what and who we knew to enable us to be more successful”.
Managing Director EMEA – Limelight Networks
Buyer Team Politics / Dynamics
The bigger the buyer team the more difficult it is to achieve consensus. Politics Exists within every company, some people get on and some people don’t. Some people agree and some people don’t. The more you can capture these dynamics the better equipped you are to try and help navigate these challenges.
The best deal reviews combine information about the buyer team with information about the prospects business problems, needs and process. One click and you can see what you know (and what you don’t know!) about this opportunity.
In complex sales it pays to understand the people in the buyer team.
Use Boxxstep relationship mapping software and improve your sales effectiveness