Buyer Enablement for Sales teams
Aligning sales teams with their customers buying committees
The way your customers decide and buy has changed
Modern sales teams focus on understanding and helping their customers buying committees. One platform, three stages of buyer engagement and enablement.
At their heart is your customers business problems, buying process and buying committee people.
What do you know about your prospects business problems and needs? Where do you capture and manage this information?
Your prospects decision process is complex and difficult. How can you help them and reduce the risk of a do nothing outcome?
Who’s in the buying committee? What are the roles, reporting lines and internal dynamics? What’s important to them?
Relationship and Account Mapping
The group of people from across an organisation who come together to make buying decisions collectively, it will comprise executive, economic, technical and user buyers. The number involved may be larger than you realise, Gartner’s research shows that the average is now 11. You need to engage with and understand each of them.
Organise and view members of the buying committee based on the type of buyer and their roles. Plus what’s important to them.
Buyer reporting lines
Who reports to who, at an opportunity, account and global account level.
Collaborate with the buying committee
Mutual Action Plans
Use MAPs to differentiate the buying experience or help with onboarding. Believe it or not buying is difficult, so do the right thing by guiding and advising the buying committee with who needs to do what and by when to achieve a successful outcome.
A good Mutual Action Plan won’t just benefit your customers buying committees, they’ll also improve your close rates, sales cycles and forecasting accuracy.
Review feedback from across the buying committee
So that you can get better
Your prospect makes a decision, hopefully you won, maybe you didn’t, maybe they decided to do nothing, whatever the outcome it’s an opportunity to learn what you did well and what you need to improve when engaging with different buyer personas.
Send automated questionnaires to get feedback from across the buying committee, the more you do it the more you learn.
SVP Worldwide Sales – Upstream Works