In Upsales you can create sales processes to match your workflow and business. Within these processes, you can incorporate the 'right persons' (stakeholders and decision-makers).
This article covers:
- What are 'the right persons'
- How to identify stakeholders
- How to activate stakeholders in Upsales
- Stakeholder roles (and how to edit them)
- How to work with stakeholders on an opportunity
What are the 'right persons'
These are stakeholders and decision-makers for your opportunities. When they're identified, the chances of closing are greatly improved. They also have the power to halt a deal.
For example, if your organisation has a complex sales process you might need to get several people, or stakeholders, onboard.
Classifying by job titles or roles
Upsales gives you two ways to define decision-makers in your Sales process:
- Job titles
- Stakeholder roles
Stakeholder roles require the Sales process PRO add-on. Without it, you define decision-makers by job title, and the stakeholder steps in this article are not available.
How to identify stakeholders
- 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.
How to activate stakeholders in Upsales
- Click Settings → Pipeline → Sales process:
- Under Sales process, click Create new:
- Give your process a name. Choose if it's for specific users or roles, or leave empty if the sales process is for all users:
- You'll then see the Sales process checklist. Click the toggle to turn on Talk to the right persons:
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Click Stakeholder roles.
Stakeholder roles (and how to edit them)
- Click New value to add a role, for example Champion or Economic buyer. Tick the box next to each role you want to include. You can also edit the names, add a translation language, and select which stages each role should appear in:
- Once happy with your initial settings, click Save
If you delete a stakeholder category, any contact that is placed under that category in an opportunity will be removed from the opportunity.
How to work with stakeholders on an opportunity
After stakeholders are activated, the categories are listed on the left-hand side in the opportunities window. Click + to add contact/s:
The same contact can be added to several stakeholder categories
If you have several sales processes, click the dropdown in the Sales process field to select:
If you only have one sales process set up, this field will not be visible in your opportunities.