cc|crm politics add-on – understand how your customers decide

Knowing who decides what

The traditional sales process involves several people and departments and there are official and unofficial decision-making structures and hierarchies. cc|crm politics helps you identify all the relevant people and their roles in the purchasing body. Avoid surprises shortly before closing a deal by having an overview of protagonists, antagonists and influencers from the beginning.

Take a look behind the scenes

Typical buying centres have unofficial roles whose influence must not be underestimated – e.g., employees who might not have the authority to make decisions, whose specific expertise, however, significantly influences the decision of their superiors. cc|crm politics allows you to uncover these informal decision-making structures beyond the official organisation chart and use them to optimise your sales strategy.
 

After sales is before sales

If all of the buying centre roles are stored in the CRM system, they are, of course, also available for future sales activities. Colleagues who approach the customers at a later time know immediately who the appropriate contact person is. Moreover, you can also track the decision-making structures of your customers beyond departments and branches and update this at any time.
 

Ideal sales team for every customer

Once you understand your customer's buying centre, you will be able to select the suitable employees for your sales process and staff your sales team such that every decision maker and influencer in the customer buying centre has a counterpart. For instance, if there is an IT director, you should have an IT expert in your team to answer questions quickly and competently and thus support the buying decision.