Using A Role Map To Sell In Complex Accounts

One of the common phrases we hear is the all-encompassing reference to "the client" or "the customer." Who, exactly, are we talking about?

At the same time, salespeople are inundated with information, training, and tips that arm them with great knowledge about products — but very little about the problems and objectives of the people on the other end of the phone.

There's a way to create a map of buyer profiles that helps sales navigate the stakeholders and "multiple sales" that need to happen to move the needle to larger deals in complex accounts.

Forrester has developed a role map framework to help you define the information requirements and specifications to help a salesperson navigate a multibuyer sale. In this webinar, we explore these questions to help you map your buyers' world to help sales navigate more effectively.

Agenda:

• What are the realities that salespeople have to navigate, and how should information and sales support programs be designed as a result?
• Why is it essential to recognize the multiple stakeholders and altitude levels of a complex sale?
• How can you pivot and simplify your programs by working backward from a network of buyers and aligning to four simple selling objectives?