你的冠军是谁？
1 分•作者: rubberducksales•9 个月前
你的拥护者是谁？
销售代表们已经听过这个问题无数次了，几乎在每一次季度业务回顾（QBR）中都会被问到。
然后你回答：“X先生”。
X先生是拥护者还是教练？
然后你开始困惑，翻阅销售学的资料来学习拥护者和教练的区别。
很快你就放弃了——是的，我想X先生是教练，而不是拥护者。
然后是下一个问题：
X先生向谁汇报？
你思考了两次。你明明知道名字，但季度业务回顾的压力太大了，让你想不起来。
还没等你多想，你的上级领导就问了：
谁是决策者（EB）？X先生向他汇报吗？他能影响他吗？
我经历过很多很多次季度业务回顾，而绘制机会中的利益相关者，尤其是那些需要几个月才能成交的机会，是销售代表了解情况的首要标志。
如果你也为此感到困扰，可以试试 RubberDuck.Sale。我们昨天推出了利益相关者映射功能，你可以用它来让你的季度业务回顾更好——而且是免费的。
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Who is your champion?<p>Sales reps have heard this question a hundred times, pretty much in every QBR you have sat in.<p>And you reply: "Mr X"<p>Is Mr X a champion or a coach?<p>And then you're confused going back to sales academics to learn the difference between a champion and a coach.<p>Soon you give in - yeah I guess Mr X is a coach & not a champion.<p>Then comes the next question:<p>Who does Mr. X report to?<p>You think twice. You knew the name but the pressure of QBR is too high to recall the name.<p>And before you could think more, the skip leader asks:<p>Who is the EB? Does Mr. X report into him? Does he influence him?<p>I have gone through many many QBRs, and mapping the stakeholders in opportunities especially the ones that take months to close is a number one sign that the sales rep knows his s*t.<p>If this is something you struggle with as well, check RubberDuck.Sale. We rolled out Stakeholder Mappings yesterday & you can use it to make your QBRs better - free of cost.