Pipeliner’s Smart Org Chart and Buying Center gives you an instant grasp on who is influencing an opportunity.
Keep Track of Key People within an Organization
In B2B selling, you’re rarely selling to one person. You’re selling to a group of decision-makers who hold different positions in the company, and who have different levels of influence on the purchase.
In addition to the basic hierarchy—which is obviously important—different individuals may have substantial influence on the purchase despite higher or lower positions in the company. There may also be others outside the company, such as consultants, who are influencing the purchase as well.
It’s vitally important to keep track of both the hierarchy and lines of influence participating on purchase. Other than keeping detailed notes, though, how is this done?
Hierarchy at a Glance
The Smart Org Chart allows you to instantly drag-and-drop all of your entered contacts for a company into a chart showing company hierarchy and who reports to whom. This allows the sales rep to always know to whom they’re talking, where they stand within the order of things, and who must still be convinced in order to bring the sale to a close. Read more about the Smart Org Chart.
Buying Center—Instant View of Influence
Instantly import your Contacts from the Smart Org Chart into the Buying Center, and arrange them so that you can see who is influencing the purchase, and from where. You can also add in other Contacts, not usually associated with the Account—such as consultants or others the buyer listens to—that may not show up in the company hierarchy.
You now have instant visual relationship maps of both hierarchy and buying influence within your prospect company.
Never Cast in Stone
Companies are dynamic entities—they are always changing. People can change jobs, move out, be replaced by new employees. Your Org Chart and Buying Center can always be kept current—changing data within them is as easy as importing and positioning data in the first place.
Knowledge is Power
Having this information at a glance means that anyone in the sales organization—or even outside, such as Tech Support—will always have a firm grasp on the prospect company. It’s always true that the better your knowledge of your prospect, the higher the probability of a close.