Relationship Mapping Tool
Navigate buying committee complexity
Stakeholder, Powerbase and Relationship Mapping
Bigger buyers teams and committee-based decision making means that winning a sale is not simple. Our relationship mapping tool helps sales teams to understand who’s in the buying committee, their roles, reporting line, internal politics and what’s important to each of them. Visual clarity is so much better than memory.
There are now typically 11 people in a B2B buying committee from across the organisation with different roles and responsibilities. View them based on their buyer types and customise their roles to represent your specific markets.
Every organisation has a structure with reporting lines. Boxxstep enables you to build a buying committee organigram for each opportunity.
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 relationship mapping tool 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
Politics / Dynamics
The bigger the buying committee the more difficult it is to achieve consensus, aligning everyone is challenging. Some agree and some don’t. The more you capture the dynamics the more clarity your team will have on what needs to be done.
Who and what do you know about the people in your prospects buying committee?
Do you want to see how Boxxstep relationship mapping tool will make it easier for you?