How relationship maps help with the increasing number of decision makers

Why Sales Organizations need to leverage visual Relationships Maps

Understanding the decision making process of your prospects is becoming increasingly important. Modern company structures require multiple stakeholders to be part of the decision making process.

According to Gartner, the number of decision makers per deal is growing due to COVID and the increase in remote working:

  • 14 for smaller purchases, <1M

  • 19 for medium sized purchases, of between $1 and $5M

  • 23 for enterprise-level decisions of greater than $5M

Source: Gartner – Occasional Buying Team Participants Adding Value or Adding Complexity?

As such Salespeople need to build a visual map of what needs to be done to cover and cater for the requirements of each stakeholder within that decision process. Research shows that less than half of all salespeople successfully navigate through the customers organisation.

According to McKinsey (source) Companies that manage relationships well use deal-relationship maps to understand who matters, as well as what matters to each party: price, quality, service. The map can then be used to develop the right solution, to pressure-test and refine pricing terms and conditions, and to ensure that the right messages reach the right people throughout the deal cycle.

How is it done in Salesforce today

If you are already using Salesforce you will be able to use the “reports to” field in order to make a note of how your contact reports to. However, this functionality does not allow for an extensive visual representation of the actual organization, in order to do so, you need to export that data to potentially create a Powerpoint slide with the information you have in Salesforce.

How does PipeLaunch do it differently

With PipeLaunch in addition to the sales engagement functionality you get access to a relationship map visualization.

This allows salespeople not only visualise the org chart, but also understand who was last contacted and with what context. It also allows the sales user to tag the contacts and determine if they are a decision maker, influencer or a business user.

Being able to have this as a native app within Salesforce further increases the ROI of the existing CRM by increasing average deal sizes and overall conversion rates.

But hey, don’t take our word for it, book a time with our team and see "Relationship Maps" in action.

PipeLaunch is the next generation Sales Engagement solution that turns Salesforce into a pipeline generating tool, enabling salespeople to build pipeline faster by having their sales applications all within Salesforce. PipeLaunch is the only solution native to Salesforce in delivering Sales Planning, Sales Execution and Sales Insights.

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