Use Relationship Maps to Build Pipeline
Relationships are an unseen undercurrent that influence every deal, and success means knowing the key players and where they stand. If you don’t know relationships, you don’t know sales.
Built on the Saleforce platform, Relationship Map accesses contact and opportunity data to help build and inform the plan of action for a given account.
Draw lines of influence between key players
Green lines for supporters, red for detractors – quickly layout the underlying currents to determine who is truly influencing the decision-makers.
Quickly assess support, status, and connections
View all contacts in list view to quickly identify your supporters, their connections, and whether they have the power to help your team close the deal.
The relationship map has helped us not only identify the people that matter but also build out a plan of action. I have seen relationship maps move from having 2 or 3 contacts to 20+ and then the opportunity that was previously stalled starts to rapidly progress.
Global Sales Enablement Director at Western Union
The average number of people involved in a B2B buying decision is eleven. Failure to identify these people wastes time and loses deals.
A large majority of B2B buyers, 77%, state that their latest purchase was very complex or difficult, emphasizing the need for influencers.
We know that when we have six people identified as supporters on the relationship map, our close rate goes up by 3x.
Country Manager, UK, Vocera Communications
Resources to drive impact
Forecast challenges? You have a relationship problem.
The heart of each sales question is the same: How effectively have you built relationships?
Crime Doesn’t Pay, But Relationships Do
There’s a reason that the “murder board” offers such a strong visual representation of a case and is seen in some of our most favorite crime-shows.