Sales Navigator’s Relationship Map: How to Use it for Sales Success
Sales Navigator is a tool with many useful features. One of these is the Relationship Map, which can be found on the account pages. It allows you to visualise and organise key people within an account, streamlining your sales strategy and enhancing your ability to build meaningful relationships.
Let’s have a look at what it is, why use it, and best practices when using it.
What is the Relationship Map Tool?
The Relationship Map is an extremely useful feature designed to help Sales Navigator users create a hierarchical view of the buying team within a target account. It’s not just about identifying who’s who; it’s about understanding their roles and how they interact with each other.
Features of the Relationship Map Section
Map View: This drag-and-drop interface allows you to visualise relationships between different stakeholders. You can easily move contacts around to reflect changes in roles or responsibilities.
A blank Relationship MapA Relationship Map with Contacts Added
Roles: The Relationship Map includes five predefined roles: Decision Maker, Champion, Evaluator, Procurement, and Influencer. Assigning these roles helps you understand each person’s influence and position within the buying process.
List View: In addition to the map view, there’s a list view that provides more detailed information about each contact. Here, you can add notes for follow-up and use a scoring system to track the strength of your relationships.
The List View
Customisation: While the predefined roles are helpful, you can also customise the map to fit your specific needs. This flexibility ensures that the tool adapts to your sales strategy rather than the other way around.
Key Benefits
Visual Organisation: By visualising the buying team, you can better understand reporting structures and identify gaps in your current relationships. This helps in planning a more effective account-based selling strategy.
Centralised Account Information: The Relationship Map serves as a centralised hub for storing and sharing account details with colleagues. This ensures that everyone on your team is on the same page, reducing confusion and miscommunication. NB Only available for Advanced and Advanced Plus Sales Navigator accounts (not Core).
Collaboration: The map can be shared with colleagues, allowing for real-time updates and ensuring that everyone is aligned in their approach. NB Only available for Advanced and Advanced Plus Sales Navigator accounts (not Core).
Why Use Relationship Maps?
Using Relationship Maps can significantly help your sales strategy and outcomes. Here are the five key reasons to integrate this tool into your workflow:
Identify Key People: One of the most significant challenges in sales is identifying who truly matters in the buying process. The Relationship Map helps you organise key decision-makers and influencers, ensuring that your efforts are focused on the right people.
Plan Account Strategy: By visualising reporting structures, you can plan a more effective account-based selling strategy. This involves understanding how different stakeholders interact and influence each other.
Minimise Risk: Building multiple relationships within an account helps minimise the risk associated with personnel changes. When someone leaves, having other established relationships can ensure continuity and even create new opportunities.
Maximise Opportunities: When members of the buying team move to new companies, they often bring their network with them. By maintaining strong relationships, you can leverage these connections to explore new business opportunities and hopefully gain new clients.
Enhance Collaboration: Sharing Relationship Maps with your team ensures that everyone is aligned and working towards the same goals. This collaboration can lead to more consistent and effective sales strategies. NB Only available for Advanced and Advanced Plus Sales Navigator accounts (not Core).
Best Practices for Using Relationship Maps
To get the most out of Relationship Maps, you should consider the following best practices:
Keep Them Updated: Regularly update your Relationship Maps to reflect changes in roles or responsibilities within the account. This is not a set up and forget it.
Use It Proactively: Don’t just react to changes; use the map to proactively build relationships and anticipate opportunities. Many companies operate regionally, so target other regions.
Integrate with Other Sales Navigator Features: Combine Relationship Maps with other Sales Navigator features, like lead tracking and news alerts, to create a comprehensive sales strategy.
In Summary
Incorporating Sales Navigator’s Relationship Map into your sales strategy can significantly enhance your ability to understand and engage with the buying team. By visualising relationships, identifying key people, and minimising risks, you can drive more effective sales outcomes.
Whether you’re a seasoned sales professional or just starting out, this tool offers a powerful way to refine your approach and build stronger, more meaningful relationships with your target accounts.
By utilising the full potential of Relationship Maps, you can unlock new opportunities, strengthen existing relationships, and ultimately accelerate your business growth.
Sales Navigator’s Relationship Map: How to Use it for Sales Success
Sales Navigator’s Relationship Map: How to Use it for Sales Success
Sales Navigator is a tool with many useful features. One of these is the Relationship Map, which can be found on the account pages. It allows you to visualise and organise key people within an account, streamlining your sales strategy and enhancing your ability to build meaningful relationships.
Let’s have a look at what it is, why use it, and best practices when using it.
What is the Relationship Map Tool?
The Relationship Map is an extremely useful feature designed to help Sales Navigator users create a hierarchical view of the buying team within a target account. It’s not just about identifying who’s who; it’s about understanding their roles and how they interact with each other.
Features of the Relationship Map Section
Map View: This drag-and-drop interface allows you to visualise relationships between different stakeholders. You can easily move contacts around to reflect changes in roles or responsibilities.
Roles: The Relationship Map includes five predefined roles: Decision Maker, Champion, Evaluator, Procurement, and Influencer. Assigning these roles helps you understand each person’s influence and position within the buying process.
List View: In addition to the map view, there’s a list view that provides more detailed information about each contact. Here, you can add notes for follow-up and use a scoring system to track the strength of your relationships.
Customisation: While the predefined roles are helpful, you can also customise the map to fit your specific needs. This flexibility ensures that the tool adapts to your sales strategy rather than the other way around.
Key Benefits
Visual Organisation: By visualising the buying team, you can better understand reporting structures and identify gaps in your current relationships. This helps in planning a more effective account-based selling strategy.
Centralised Account Information: The Relationship Map serves as a centralised hub for storing and sharing account details with colleagues. This ensures that everyone on your team is on the same page, reducing confusion and miscommunication. NB Only available for Advanced and Advanced Plus Sales Navigator accounts (not Core).
Collaboration: The map can be shared with colleagues, allowing for real-time updates and ensuring that everyone is aligned in their approach. NB Only available for Advanced and Advanced Plus Sales Navigator accounts (not Core).
Why Use Relationship Maps?
Using Relationship Maps can significantly help your sales strategy and outcomes. Here are the five key reasons to integrate this tool into your workflow:
Identify Key People: One of the most significant challenges in sales is identifying who truly matters in the buying process. The Relationship Map helps you organise key decision-makers and influencers, ensuring that your efforts are focused on the right people.
Plan Account Strategy: By visualising reporting structures, you can plan a more effective account-based selling strategy. This involves understanding how different stakeholders interact and influence each other.
Minimise Risk: Building multiple relationships within an account helps minimise the risk associated with personnel changes. When someone leaves, having other established relationships can ensure continuity and even create new opportunities.
Maximise Opportunities: When members of the buying team move to new companies, they often bring their network with them. By maintaining strong relationships, you can leverage these connections to explore new business opportunities and hopefully gain new clients.
Enhance Collaboration: Sharing Relationship Maps with your team ensures that everyone is aligned and working towards the same goals. This collaboration can lead to more consistent and effective sales strategies. NB Only available for Advanced and Advanced Plus Sales Navigator accounts (not Core).
Best Practices for Using Relationship Maps
To get the most out of Relationship Maps, you should consider the following best practices:
Keep Them Updated: Regularly update your Relationship Maps to reflect changes in roles or responsibilities within the account. This is not a set up and forget it.
Use It Proactively: Don’t just react to changes; use the map to proactively build relationships and anticipate opportunities. Many companies operate regionally, so target other regions.
Integrate with Other Sales Navigator Features: Combine Relationship Maps with other Sales Navigator features, like lead tracking and news alerts, to create a comprehensive sales strategy.
In Summary
Incorporating Sales Navigator’s Relationship Map into your sales strategy can significantly enhance your ability to understand and engage with the buying team. By visualising relationships, identifying key people, and minimising risks, you can drive more effective sales outcomes.
Whether you’re a seasoned sales professional or just starting out, this tool offers a powerful way to refine your approach and build stronger, more meaningful relationships with your target accounts.
By utilising the full potential of Relationship Maps, you can unlock new opportunities, strengthen existing relationships, and ultimately accelerate your business growth.
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