Index
A B2B sale can involve the user, technical area, purchasing and financial decision-maker. Treating the entire negotiation as a relationship with a single contact makes the team lose context about criteria and impediments.
How to evaluate this decision
Separate account, people and opportunities. Record the role of each contact in that negotiation, as the same person may have different responsibilities in other projects. Organize requirements, objections and next steps without turning assumptions into facts. The history should allow another salesperson to understand the scenario without relying on private conversations.
Criteria for comparing proposals
- Relationships: Link contacts to the company and opportunity with reviewable roles.
- Decision: identify known criteria, dependencies and information not yet confirmed.
- Collaboration: allow participation of experts without duplicating the opportunity or losing the main person responsible.
A scenario to discuss with the supplier
Hypothetical example: the user area approves the solution, but integration depends on the technical team. The CRM needs to show this dependency and the required action, rather than marking the opportunity as virtually complete.
What to validate upon delivery
Review a multi-party negotiation and simulate the responsible seller switch. Check if the new person in charge can identify the next step, who needs to participate and what information is out of date.
Prepare the conversation about the project
To configure this model with Quantum9, bring examples of advisory cycles, roles and advancement criteria. The proposal must adapt the CRM to the real sale, avoiding extensive fields that no one maintains.
CRM and retention · Map the company's priority