Strategy Mapper, aligns with your sales and project methodology and can be customized to meet your business goals. Strategt Mapper is 100% native and requires NO customization or modifications to your Salesforce org

Sample Buyer Personas

Jane, is the Director of Sales Enablement for a technology company. Jane is tasked to implement a solution which will allow the sales teams, both inside and field to gather and share information and data from their customer meetings. The solution must be up and running in 1 week. The solution must:

  1. Be 100% native Salesforce.
  2. No pre-customization or configuration of Salesforce required.
  3. Must support standard Salesforce Objects (Accounts, Campaigns, Cases, Contacts, Leads and Opportunities).
  4. Information and data gathered in meetings with leads must be available when the lead is converted into an Account.
  5. Solution must adhere to stated sales methodology.
  6. Must be easy to use and configured based on meeting goal and objectives.

After reviewing several solutions, Jane selects Strategy Mapper. Strategy Mapper is 100% native Salesforce, which requires no pre-configuration of Salesforce to install. Strategy Mapper is up and running the same day she installed it. Strategy Mapper supports all the standard Salesforce objects and meeting linked to leads will carry over when the lead is converted into an Account. Strategy Mapper is easy to use and is configured using Meeting Templates, this ensures it is easy to use and adheres to stated sales methodology.

Scot, is the Director of Sales for a software company. Scot manages 15 sales people in his organization, and one of his biggest challenges is that each of them approaches the sales process differently. With different information coming in from each sales person, this makes forecasting his business very difficult. Scot puts Meeting Mapper in place across his sales team to:

  1. Build a consistent approach to conducting meetings, a major part of the sales process.
  2. Get consistent information from each sales person in their account reviews.
  3. Coach sales people on qualifying quickly, getting to the right people and driving each interaction to have a purpose.

Margaret,  is the Vice President of Sales for a pharmaceutical company. The company has been doing well, and Margaret has continued to grow her worldwide sales team. One of her biggest challenges comes as a result of that growth.  Every time she adds new people, or someone quits, it is a chore to re-align territories, and/or re-assign accounts to different sales people. What should be a positive growth experience becomes something that Margaret dreads every quarter.  Margaret deploys Meeting Mapper to make “change” a competitive tool, not a misery.  She knows that the account information stored in Meeting Mapper provides all the history, up to date action items, stances of the stakeholders, etc., necessary for the new sales team to pick it up and run with it with no hiccups.  Now she feels great about making strategic changes because she knows that no balls will get dropped with her prospect accounts.

Mark, is a Project Manager of a very large construction company. They are currently in the process of bringing in vendors as part of a RFP process. Mark is tasked to gather all the responses and schedule meetings with all the selected vendors. A new strategy in Mark’s company is to track all RFP/RIFs in Salesforce, they believe this will add to the cost justification of Salesforce and allow more of the company to share lessons learned and provide a central repository for the information and data gathered in meetings. Mark has decided to use Meeting Mapper to accomplish his goal and objectives. He knows Meeting Mapper is 100% native Salesforce and all the information and data gathered can be accessed by anyone in the organization. Mark can also schedule and send meeting invites to all the meeting attendees all within Salesforce. Using Meeting Mapper’s powerful yet easy to use interface, he along with his team members can easily fully document every vendor meeting. He can also color-code his team members in every vendor meeting For, Against and so on. Mark can create any Next Step or Action Items and assign to team members. He feel very confident he and his team will select the best vendor, because the selection process adheres stated selection methodology. Meeting Mapper has made it easy for Mark to move the selection process along to ensure timelines are met.

 

Typical Use Cases

Use Case – Sales Teams adhering to Company Sales Methodology

Solution – Meeting Mapper allows you to require the sales teams to justify the ‘For’ Stance and/or assign the ‘Champion’ role to a meeting attendee. Gone are the days of ‘Happy Ears’ and no justification around determining the influential role of Champion. Leverage your sales methodology in every meeting!

Use Case – Generate Revenue Faster with No Loss in Transition

Solution – New hires will hit the ground running with rich up-to-date information on the accounts they are taking over and using a system that guides them through your prescriptive sales model. Transitioned accounts will not miss a beat between sales teams when you re-align territories or make changes to your account distribution.Change is inevitable. You change your territory assignments. You change your vertical alignments. You change your sales model.  People quit.  Your biggest fear of making decisions to change is disruption to your pipeline.  With Meeting Mapper, change becomes a powerful tool with the assurance that the accounts in your pipeline are extremely well documented and easily transitioned.

Use Case – Streamline Your Opportunity Qualification While Reducing Cost of Sales

Solution – With deep knowledge of each player, their role and their stance in the opportunity, sales management will have the tools to know if the sales person is in the right opportunity and talking to the right people. With this Actionable Intelligence sales management has the information necessary to eliminate wasted time on accounts that will never close.

Use Case – Build a Scalable, Repeatable Sales Model

Solution – With Meeting Mapper, you are not just entering information into a system. You are putting in place a consistent process for conducting meetings and driving your prescriptive sales model.  It acts as both a guide and a tool for salespeople to stay on course, get the most out of their prospect interactions, and drive them through the sales process.

Use Case – Optimize Your Investment in SalesForce.com

Solution – With its inherent collaboration features and its ability to feed Salesforce.com with rich contact, account and opportunity information, you will make Salesforce.com deliver value far beyond its CRM capabilities.

Use Case – Lack of efficient use of Salesforce.

Solution– Meeting Mapper provides a single interface to input actionable data into Salesforce. This single input of information and actionable data feeds the following within the Account Ecosystem:

  • Home page of Salesforce user: Chatter and Calendar events
  • Accounts and Opportunitys: Meetings, Open Activities, Activity History, Notes and Attachments
  • Contact Information: Meetings, Open Activities and Activity History
  • Case Information: Meetings, Open Activities and Activity History
  • Campaigns Information: Meetings, Open Activities and Activity History

Use Case – Lack of comprehensive data does not allow for Sales Performance Management.

Solution– Meeting Mapper easily and intuitively gathers data that can be used to review detailed information about sales pursuits. It visually depicts the meeting attendees’ color-coded Stance and letter code for attendee Role(s.)   In addition to this information, robust reports are generated that give key insights into a sales team’s performance on an opportunity by opportunity basis and can be used to sales managers to mentor their teams.

Use Case – Lack of Actionable data in Salesforce opportunities to close.

Solution– Using Meeting Mapper all the actionable data and information automatically updates the opportunity, account and contacts.  The data gathered includes:

  • Contact Role (e.g. Economic Buyer, Decision Maker)
  • Contact Stance (e.g. For, Against)
  • Next Steps
  • Notes on individuals (e.g. Likes to golf)

Use Case – Account and Opportunity transition to new Account Executive.

Solution – Without historical information and data in Salesforce transiting a new Account Executive to a current Account or Opportunity to move the deal or win it is at a best difficult. Don’t give your competition any advantage because there is a new Account Executive. With Meeting Mapper Fierce the new Account Executive has all the information and data to keep in stride to close and win the deal.

Use Case – Lack of Real Time Collaboration in meetings.

Solution – A Chatter group is created for each meeting, all the company contacts attending the meeting are auto added to the group. This allows for collaboration with team members during meetings.  For example, an Account Executive can ask questions of a technical resource during a sales meeting.

Use Case – Lack of consistent data gathering within SFDC.

Solution– Meetings Next Steps and Action Items assigned to meeting attendees are auto updated in Account History and Open Activities. All open Next Steps or Action Items populate Open Activities for ease in determining any open activities related to the opportunity or account. All completed Next Steps or Action Items populate Activity History for ease in determining which items have been completed.

Use Case – Key opportunity pursuit signs are missed.

Solution– Meeting attendees are flagged based on certain combinations of Stance and Role.  For example, an attendee with a role of “Buyer” and a stance of “Against” produces a red flag by the attendee’s icon.  An attendee with a role of “Executive Sponsor” and a “Neutral” or “Undecided” stance produces a yellow flag. This in turn Flags the entire meeting red or yellow.  The meeting flags are visible in Accounts and Opportunities.

Use Case – No ability to quickly review a meeting.

Solution– Meeting Notes taken within Meeting Mapper auto populate Account and Opportunity Notes and Attachments.

Use Case – No method to judge a meetings outcome.

Solution– Meeting Mapper  provides a checkbox to specify if the meeting goals and objectives were met.  If they were not met, fields are provided to enter reasons the goals and objectives were not met.  This information can then be used to refine strategy or define tactics for subsequent meeting.

Use Case – No ability to easily clone meetings.

Solution– Meeting Mapper allows any meeting to be cloned. When a meeting is cloned all the meeting attendees’ Stance and Roles are cloned.

Use Case – There is no way to summarize and easily communicate the information gathered during the course of a meeting.

Solution– Meeting Mapper allows the meeting information to be consolidated then exported to a PDF document. The export can be specified for dissemination to a public or private audience.

The Public export includes the follow:

  • Meeting Attendees
  • Email Addresses
  • Goals
  • Objective
  • Meeting Notes
  • Next Steps and Action Items

The Private export includes the following:

  • Meeting Attendees
  • Email
  • Stance
  • Role
  • Level of Participation
  • Notes about attendee
  • Goals
  • Objectives
  • Notes
  • Next Steps and Action Items

Use Case – There is no ability to view the history of meeting attendees stances and roles.

Solution – The “Attendee Timeline” feature allows the viewing of a meeting attendee’s Stance in all the meetings they have attended over the course of an opportunity.

Use Case – There is no way to view the meeting history associated with an opportunity.

Solution– Meeting Mapper provides an “Opportunity Timeline”. This displays a visual timeline of all the meetings, one meeting at a time. This can be used when planning your strategy and tactics for an upcoming meeting.   You can quickly view all the meetings for the opportunity and includes change in stance(s), and arrivals and departures of attendees to the opportunity.

Use Case – It is difficult to determine an effort level for an opportunity.

Solution– Meeting Mapper allows you want to track the level of effort for each opportunity based on the stage of the opportunity and the number of meetings for the stage

Use Case – Project team evaluating products, meeting information is not centrally located for review after vendor meetings.

Solution– With Meeting Mapper you can keep are your vendor meetings in Salesforce. Each meeting can be documented and stored in Salesforce. This allows all team members and management to review all meetings related to a vendor or project. Finally a consolidate view all your vendor meetings for review, make decisions based on facts not memory.

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