1/ GROWING YOUR BUSINESS 3X THROUGH ACCOUNT PLANNING
Introducing the Customer Buying Influence Map: a dynamic framework for sales teams to visualize and strategize around key client relationships.
A must-have for top account planning and sustainable sales growth
Introducing the Customer Buying Influence Map: a dynamic framework for sales teams to visualize and strategize around key client relationships.
A must-have for top account planning and sustainable sales growth
2/ 𝗧𝗵𝗲 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗠𝗮𝗽 is not just a chart; it's the sales team's compass.
It shows you who calls the shots, who holds the purse strings, and the bonds we need to strengthen.
It shows you who calls the shots, who holds the purse strings, and the bonds we need to strengthen.
3/ Understanding the client's internal landscape is vital.
This tool helps pinpoint the decision-makers and influencers, guiding tailored engagement for maximum impact.
This tool helps pinpoint the decision-makers and influencers, guiding tailored engagement for maximum impact.
4/ Success in sales is about more than just closing deals; it's about 𝗰𝘂𝗹𝘁𝗶𝘃𝗮𝘁𝗶𝗻𝗴 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀.
This mapping tool ensures you're investing time where it counts.
This mapping tool ensures you're investing time where it counts.
5/ Start with the top level: 𝗶𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝘁𝗵𝗲 𝗽𝗼𝘄𝗲𝗿 𝗯𝗿𝗼𝗸𝗲𝗿𝘀.
Map out the business landscape next, then the purchasing influencers. Detail makes the difference.
Map out the business landscape next, then the purchasing influencers. Detail makes the difference.
6/ Quarterly updates to your Relationship Map keep your strategy fresh and responsive.
Adjust your approach based on shifts in the client's internal power dynamics.
Adjust your approach based on shifts in the client's internal power dynamics.
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