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.
Decision Roles
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.
Buyer profiles
We’re not just a visual account map.
We enable you to capture key information about each member of the buying committee which is vital to successfully engage with them.
Reporting Lines
Every organisation has a structure with reporting lines. Boxxstep enables you to build a buying committee organigram for each opportunity.
Organisational chart
If you have multiple opportunities with the same account but different contacts in the buyer committees for each you can also create a combined organisational chart .
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”.
Jonathan Smith
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.
Business Drivers
You’ve probably heard the saying – No Problem, No Prospect. They only care about solving their business problems, so we’ve given you an easy way to capture and manage the business drivers that the buying committee are working to solve.
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?