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Many business decisions arise from informal structures and interpersonal relationships. Salespersons regularly wonder “Who with whom?”. What is critical to successfully closing a deal is that your sales team understands the buying centre structures of their customers as an active participant in the sales process. The COSMO CONSULT cc|crm politics for Microsoft Dynamics 365 for Sales CRM add-on enables your sales department to include all relevant decision makers in the sales process in a targeted and diplomatic way and provide each member of the sales team with the right sales arguments.
Detailed buying centre identification
Selling centre development (as counterpart to the customer buying centre)
Management of appropriate sales arguments in accordance with assigned roles and motives
Recording of personal relationships and contacts
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.
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.
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.
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.
COSMO CONSULT has many years of experience with CRM solutions for customer relationship management. Our offers are based on a clear procedure, detailed knowledge of the industry processes and excellent product expertise. Our experts will be happy to advise you on the unique opportunities resulting from the use of modern software technologies. Please do not hesitate to contact us. We look forward to discussing with you how your company can join the digital era.