Buyer Relationship Management for Complex Sales
Boxxstep helps sales teams manage, visualise and action the important prospect and buyer team information
The opportunity summary that focuses on what’s important
Get a snapshot of your position and what and who you know
Understand the Business
In today’s buyer centric market customers don’t care about you or your product/service, they only care about solving their business problems or achieving a business goal.
Therefore, to be effective the sales professional needs to understand, capture and manage the important business drivers for the opportunity.
Boxxstep provides the structure to achieve this including the important business problem, symptoms, impact, who’s affected and root cause.
It helps the salesperson focus on what’s important and the sales leader to see that their team know what they need to know to be successful.
Understand the Process
The prospects buying process is not linear, its chaotic.
The buyer-centric sales professional needs to help and advise the prospects buyer team through it.
Don’t assume that members of the buyer team won’t need support, they will. The more you understand what has to happen in their organisation, the more you are positioned to provide relevant information, ideas and solutions from working with other companies similar to them.
Boxxstep enables you to capture and track the decision-making and buying process.
Understand the People
Buyer teams are now much bigger, which means that the B2B sales professional needs to identify and engage with more people.
Consensus based decision making also means that it’s no longer about just focusing on a decision maker or a C level contact. Everyone contributes to who wins the deal.
Different contacts, with different roles, responsibilities, challenges, criteria, concerns, priorities and so on.
Boxxstep enables you to capture and track what’s important to each of them. The more you know about the buyer team, the more you can help them.
Plan and Take Action
Once you know what you need to know about your prospects and their buyer teams what do you do next to improve sales opportunity management? Good selling comes from well executed sales engagement plans and actions.
Synchronise your Objectives, Tasks and Steps into your 365 or Google calendars
Opportunity Management Reports
A full summary of an opportunity in a useful report for management and colleagues, or upload it to your opportunities in CRM.
- Opportunity business drivers and decision process
- Contact profiles for each member of the buyer team
- Organigrams for decision, roles, reporting lines and internal politics
- SWOT and RAID analysis for the sales opportunity
- Planned Steps, Objectives and Tasks