Tool Tip - OrgChartHub - Account Planning assistance

Posted by Paul Rosham on 07/09/2018 12:02:00 PM
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Attention: B2B Selling Teams that need to manage several stakeholders in an account or deal.

When what you are selling involves a large transaction and lots of people (we'll call that a big, complex sale), great sales managers want to see a great sales plan.

But, that can take a lot of time to get right and keep up to date.

Building an accurate picture of all the people that can influence your deal is hard.

When your team and manager need to see it (or update it) there's a nightmare brewing.  And as soon as it gets tricky, with shared documents that sit outside your CRM (where the deal notes and all of the contacts live), then it is doomed to failure.

I have seen this over and over again.

So I was really happy to find a tool, last year, from Dan Currin at OrgChartHub. He's a really nice guy, but also a Certified HubSpot developer partner, which means a lot when you're attaching software to your CRM data.  In fact, other people are sitting up and taking notice, like the Craig and Ian at the HubShots podcast (see Shot #7)!

Why would you want this?

If you are selling a simple product to a single buyer that can buy from your website, then STOP READING NOW before you waste any more time.

But, if your team is

  • managing a large $$ sale into a large company
  • there is a 3-6 month sales cycle
  • there are lots of people to connect with and meet
  • you need time to develop rapport and discover who likes you, who hates you and who's blocking you (just so you don't make them learn new stuff)

then you need to manage multiple relationships as a part of you sales planning.

VP of Sales says: "That's what I'm talking about!"


Is it hard to use?

After your HubSpot admin integrates the app, you get a new  panel in your Contacts, Companies and Deal pages, called "OrgChart" to get you instant access through a popup on the screen that lets you look at the org chart.

It's frighteningly easy to string together all of the contacts that you know of in your org chart, and adding in people without contact details, competitors you suspect are there, and other people & relationships is simple.

You even get to define how they feel about you! Are they blockers, influencers, are they the "Economic Decision Maker"?

I've put the demo video below: 

 

The tools is free for the first 5 org charts, which let's you build it into your standard sales process quickly and fuss-free. When you need more charts, then it's a monthly fee.

If you are managing lots of complicated accounts, it is so worth it to honestly document the stakeholders - a visual representation is the fastest way to spot opportunities to improve your sales.



CONCLUSION:

Larger organisations have been adding visualisation tools like OrgChartHub to the more expensive and difficult-to-implement CRMs for many years, as part of more expensive, high-end sales process packages.

So, this is a real plus if you are starting your digital transformation of sales and marketing, and you want to do it in a "new generation" converged platform like HubSpot!

If you need help with understanding the benefits of visualising sales data, just get in touch!


 

Topics: Sales Process, Strategic Selling, Tool

SMARKETING - Smart Marketing or Sales and Marketing?

We think both

Without sales, marketing achieves nothing. And without marketing, you'll either kill your salespeople, or you'll never achieve what you could by telling your story in a way that appeals to clients.

So, having the two of these operating together must make for better business.

This blog is a handy resource for everything that we learn and tech about achieving better partnership between sales and marketing, through our work with sellers in the Australian technology marketplace.

 

 

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