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The Who, What & Where Of Sales
Blog / Pipeliner CRM / Jan 15, 2020 / Posted by John Golden / 2599 

The Who, What & Where Of Sales

14 comments

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.

alternative ways of reaching and/or influencing prospects

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

Contact Relationship Mapping

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

 

Account Relationship Mapping

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.

    About Author

    John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He has conducted over 350 video interviews of thought leaders for Sales POP! online sales magazine and has a podcast channel on iTunes that has over 287 audio interviews He is CSMO at Pipeliner CRM. He is also an Amazon best selling author of two books and In his spare time, John is an avid Martial Artist.

    Author's Publications on Amazon

    John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
    Buy on Amazon
    FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
    Buy on Amazon
    Comments (14)

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    Ibrahim Abdulsalam commented...

    “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

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    Taiwo Joseph Ajayi commented...

    Nice will love to be a part of it

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    Chukwujekwu Ezema commented...

    Understanding the approach of sales is key! One cannot do without this very fact. Insightful indeed!

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    Jeff Oduor commented...

    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.

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    KingsBak commented...

    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

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    Sanmi Fagbade commented...

    This video is helpful in account relationship mapping.

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    Michael Dufu commented...

    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.

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    Bi-sola Oyetung commented...

    Pipeliner CRM remain the best CRM which allow building of solids relationship with prospect of diverse character.

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    Isaac Juma commented...

    Indeed insightful article, approach of sales is key in organisational success

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    Daniel Ayodeji Olawusi commented...

    Best sales professional presentation

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