Focus on the Who, Why, What, When and How?
BUYER CENTRIC OPPORTUNITY MANAGEMENT
Here’s a summary that focuses on what’s important
Get a snapshot of your position and what and who you know
How you execute opportunity management determines your results
How does Boxxstep help you achieve and exceed your KPIs?
Questions
Boxxstep reminds you of the questions that you need answers to. The more you know, the more effective you can be.
Qualifications
Half of all forecasted deals end in a ‘No Decision’. Boxxsteps inbuilt qualification tool helps you save time and money.
Forecasting
Boxxsteps inbuilt Win Potential tool calculates your chances of success based on your position with your prospects.
Conversions
Boxxstep helps you to navigate and manage the prospects buyer team and retain valuable prospect buying information
Understand the Problems
In today’s buyer centric market prospects don’t care about you or your product/service, they only care about solving their business problems or achieving a business goal.
That means sales professionals need to understand the business drivers for the opportunity.
Boxxstep enables you to capture and manage the information you need to know, including business problems, 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, so sales professionals need to identify and engage with more people.
Consensus and committee based decision making also means that it’s no longer about just focusing on decision makers or C level contacts. Everyone contributes to who wins the deal.
Different people, 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.
Opportunity Objectives
Plan and set the key objectives that you need to complete to improve your chances of success. Assign them to yourself or a member of your team using Boxxstep.
Opportunity Tasks
Plan and set the tasks that form part of an objective. Assign them to yourself or a member of your team using Boxxstep.
Contact Steps
Plan and set the steps you need to take with individual contacts in the buyer team. Assign them to yourself or a member of your team using Boxxstep.
Synchronise your Objectives, Tasks and Steps into your 365 or Google calendars
Opportunity Management Reports
- 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