Regardless of what you sell, or your sales process, there's always at least one person deciding whether or not to pay for your services. These are your stakeholders.
Figure out who these people are, and their primary motivations. Then make sure you're speaking to them. You'll then be nearer to understanding your leads and closing more deals.
Depending on your business model and Sales model, you have different stakeholders in your deals.
The sales process add-on includes stakeholder names you can start using right away. These are based on the MEDDIC sales process (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion).
To get started, please talk to your contact at Upsales – we're happy to help you out.
What defines a stakeholder
Someone with the power to start or stop a deal. These can be people outside the conversations and appointments with your prospect.
How to understand stakeholder roles
- Be direct and ask the prospect: "Are you the one having the final decision on this?"
- Ask who else is involved in the final decision, and involve them in your discussions
- Record the stakeholders in your typical deals
- Find out the questions and FUDS (Fears, Uncertainties, Doubts) they have during your sales process. Make sure you have a god way of answering these.
The stakeholder feature in Upsales
In Upsales there's a feature to define the stakeholders for your sales process. Once set up the sales rep. can tie contact to their stakeholder roles inside of opportunities making sure every important contact is included.