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.
Every organisation has a structure with reporting lines. Boxxstep enables you to build a buying committee organigram for each opportunity.
Politics / Dynamics
Larger buying committees make it difficult to achieve consensus because politics exists in nearly every opportunity. The more you capture the dynamics the more clarity your team will have on what needs to be done.
Prospects buy outcomes. They care about solving their business problems, so we’ve given you an easy way to capture the business drivers that the buying committee are working to solve.
There are now typically 11+ people in a buying committee from across the organisation with different roles and responsibilities. Organise them based on their buyer type and the level of influence they have in the outcome.
Customers make decison by consensus, so that means achieving a collective yes from the buying committee. Visualise who you think are aligned and who’s not.
“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
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.
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?