There is no doubt that Sales is becoming more complicated due to the ever-expanding networks that prospects and clients are part of. The advantage is that Salespeople can search these network connections as many of them are digitally available (LinkedIn, Alumni websites, etc) and discover the kind of six degrees of separation that would have been virtually impossible in the old analog world. This can be a great help in finding creative and alternative ways of reaching and/or influencing prospects. On the flip side, though, the nature of business has changed that today your average enterprise likely has a mix of employees, consultants, contractors with subsidiaries and partners also providing services in ways they previously didn’t. This represents quite the tangled web for a Salesperson to navigate and can seem really daunting.
The key to overcoming these challenges is to step back and carefully map out the relationships your contacts and accounts have and then assess what their level of influence or relationship is. Then you can label them according to that level of influence. To make this easy to do, we built some new visual mapping capabilities into Pipeliner CRM. Now a salesperson can see who is influencing their Contacts, who their Accounts are connected to and the type of relationship. Plus they can now visually see the details of their Accounts, Contacts, Opportunities, and Leads in the Map view.
These unique features include:
Contact Relationship Mapping
- Build a Relation Graph for a Contact
- Map out their connections & who is influencing them
- Assign roles to their contacts (e.g. business partners, friends, colleagues)
- Easily move, add, change contact relations as needed
Account Relationship Mapping
- Build a Relation Graph for an Account
- Map out what other companies they are connected to
- Assign labels to those companies (e.g. Subsidiary, Supplier, Client)
- Easily move, add, change Account relations as needed
Detailed Map Views
- See the location of your Accounts, Opportunities, Leads, and Contacts on the Map
- Quick filter what you want to display on the marker (e.g. opportunity value)
- Click Marker to see and edit details
- Opportunities have a legend showing business overview (e,g. won, lost, value)
These new additions added to our existing Organization Chart and Buying Center mapping features further underlines that Pipeliner CRM is the most visual, interactive and dynamic CRM system on the market and why Gartner included Pipeliner CRM on the Magic Quadrant for Sales Force Automation in 2019 – click here to access report.
To see these new features in action take a free trial of Pipeliner CRM.
“The key to overcoming these challenges is to step back and carefully map out the relationships your contacts and accounts have and then assess what their level of influence or relationship is.” This is the most crucial factor in managing the sales process.
Read more at https://salespop.net/pipeliner/the-who-what-where-of-sales/#yj1OiZs54mbZmfgZ.99
new visual mapping capabilities into Pipeliner CRM
Read more at https://salespop.net/pipeliner/the-who-what-where-of-sales/#tDfBAfVzXf3u2Qvr.99
Still Loving this new visual mapping.
Nice will love to be a part of it
Understanding the approach of sales is key! One cannot do without this very fact. Insightful indeed!
It is true that the average enterprise today has different people influencing decision and this might be a tricky navigation for a salesperson. A good approach from Pipeliner to address this and carefully map out the relationships that contacts and accounts have and then assess what their level of influence or relationship is.
The visual and relationship capabilities of Pipeliner CRM makes life very easy, and enhances early deal closing by salespeople
Remapping and analyzing possible problems should be a great start to overcoming the challenges in managing sales process
This video is helpful in account relationship mapping.
I couldn’t agree more, the tool supports the sales team. The simplicity is good for sales team.
Account Management is very essential to both the company and the sales team. Pipeliner CRM has made Account Management so simple for a salesperson to know who their Accounts are connected to and their relations.
Pipeliner CRM remain the best CRM which allow building of solids relationship with prospect of diverse character.
Indeed insightful article, approach of sales is key in organisational success
Best sales professional presentation