USE A RELATIONSHIP
MAPPING TOOL

Visualise who and what you know about your customers and your steps to success will become clearer

It’s difficult to understand the gaps in who and what you know until you map it out

It’s what high performing salespeople do

START WITH EACH BUYER

A great relationship mapping tool is intuitive and easy to use,
that’s why we didn’t use complicated icons or symbols.

RELATIONSHIP STATUS

KEY PLAYERS

PROBLEM OWNERS

CHAMPIONS

BUYING ROLE

BUYER ACCESS

POSITION ON CHANGE

SOLUTION FIT

BUYER PREFERENCE

BUYER STEPS

WHO REPORTS TO WHO?

Understanding your customers buying committee hierarchy is vital in sales.

Our relationship mapping tool enables you to easily create buying committee organigrams at opportunity, account, global account and partner levels.

Every company has a chain of command, it pays to know what it is

WHO REPORTS TO WHO?

Understanding your customers buying committee hierarchy is vital in sales.

Our relationship mapping tool enables you to easily create buying committee organigrams at opportunity, account, global account and partner levels.

Every company has a chain of command, it pays to know what it is

WHAT ABOUT POLITICS

The more you capture and understand the politics and dynamics the more clarity your team will have on what needs to be done, and with whom.

Visualise who are allies, who’s influencing who, which buyers are in conflict and if there are any indirect reporting lines.

Capture notes about the dynamics between buyers.

Politics is prevalent in every account, it pays to understand it

BUYER INFLUENCE

Visualise your customers buying committees by buyer type and their level of influence.

Exec, Economic, Technical and user buyers with high, medium and low levels of influence on the decision outcome.

Simply drag and drop them into the relevant section to get great clarity on where you need to focus.

Influence can be more powerful than authority, it pays to identify who has it

BUYER INFLUENCE

Visualise your customers buying committees by buyer type and their level of influence.

Exec, Economic, Technical and user buyers with high, medium and low levels of influence on the decision outcome.

Simply drag and drop them into the relevant section to get great clarity on where you need to focus.

Influence can be more powerful than authority, it pays to identify who has it

BUYING STAGE

Visualise each buyer based on where you think they are in the buying process.

Then you’ll know where to focus your efforts to help them through it.

Each buyer can be at a different stage in the process, it pays to know where

UNDERSTAND EACH BUYER

It’s not just who you know it’s what you know about them.

Learn and capture what’s important to each buyer and plan the steps you need to take with each of them to improve your position.

Build a profile about each buyer for each deal.

Each buyer has a say in your outcome, it pays to understand everyone involved

UNDERSTAND EACH BUYER

It’s not just who you know it’s what you know about them.

Learn and capture what’s important to each buyer and plan the steps you need to take with each of them to improve your position.

Build a profile about each buyer for each deal.

Each buyer has a say in your outcome, it pays to understand everyone involved

WHY CHANGE AND WHY NOW?

Prospects buy to solve business problems and achieve business goals.

We’ve given you an easy way to capture, share and review the business drivers and outcomes that the buying committee are working hard to solve.

Organising this vital information in an easily reviewable format helps sales teams, sales leaders and colleagues who work as a team on your important sales opportunities.

No problem, no prospect. It pays to know what’s driving the need for change

ACCOUNT SWOT AND RAID

SWOT and RAID analysis are invaluable capabilities for any relationship mapping tool.

Take the time to analyse and discuss your accounts in detail, you may be surprised at how much they can help.

SWOT is well known by most sales teams, adding RAID can be a real eye opener. Think about the Risks, Assumptions, Issues and Dependencies for your important accounts.

Which accounts are the rights ones for you, it pays to assess them

ACCOUNT SWOT AND RAID

SWOT and RAID analysis are invaluable capabilities for any relationship mapping tool.

Take the time to analyse and discuss your accounts in detail, you may be surprised at how much they can help.

SWOT is well known by most sales teams, adding RAID can be a real eye opener. Think about the Risks, Assumptions, Issues and Dependencies for your important accounts.

Which accounts are the rights ones for you, it pays to assess them

Once you’ve mapped out a buying committee how can you help them?