Use a Relationship Mapping Tool
To visualise the who, why, what, when and how in your sales opportunities
Who you know and what you know about them helps you make
the right decisions on your next steps
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.
Visualise buying committee contacts
Relationship
Star Player – Problem Owner – Champion
Role – Access – Change – Solution Fit – Preference – Steps
Who reports to who?
Every organisation has a structure with reporting lines.
Our relationship mapping tool enables you to easily create buying committee organigrams.
You can do this for each opportunity.
You can do it at an overall account level when you’ve got multiple opportunities with them.
We’ve also got you covered for key or global accounts where there may be complex organisational structures by business units, division, country or region.
Don’t worry if there’s a partner or prime contractor involved, you can also map them out as well.
What about the politics?
Larger buying committees make it difficult to get a decision because politics exists in nearly every opportunity.
The more you capture and understand the 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.
If you know more about the dynamics between buyers, then you can add annotations to include the details.
What about the politics?
Larger buying committees make it difficult to get a decision because politics exists in nearly every opportunity.
The more you capture and understand the 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.
If you know more about the dynamics between buyers, then you can add annotations to include the details.
Why do your prospects buy?
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.
It’s not just about decision makers
Decisions are being made by committee.
We enable you to capture and focus on what’s important to each member of the buying committee, because everyone contributes to the decision.
You have to go high, wide and deep to identify and engage with all members of the buying committee.
The more you know about each buyer, the better equiiped you are to make the right next steps with each of them.
It’s not just about decision makers
Decisions are being made by committee.
We enable you to capture and focus on what’s important to each member of the buying committee, because everyone contributes to the decision.
You have to go high, wide and deep to identify and engage with all members of the buying committee.
The more you know about each buyer, the better equiiped you are to make the right next steps with each of them.
Buying committee
Kanban board views enable you to easily drag and drop buyer contacts cards to visualize what you know.
Influence
Organise each buyer type by Exec, Economic, Technical or User, plus the level of influence they have amongst the group.
Buyer Stage
Organise each buyer based on where you believe they are in the buying process.
Consensus
Show who’s aligned with who in achieving consensus.
“Boxxstep relationship mapping tool really helped 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”.
Jonathan Smith
Managing Director EMEA – Limelight Networks
SWOT and RAID analysis
SWOT and RAID analysis are invaluable capabilities for any relationship mapping tool.
Take the time to analyse and discuss your accounts and opportunities 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.
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?