When configuring your vizrm Custom Views for account mapping, we propose to follow these 3 steps: set up the following two custom fields in your CRM:
Set up a custom field in your CRM for Decision Making Rolesto categorize contacts based on the role they play in decision-making.
Create a custom CRM field for the Position Towards Us as a second layer of classification for each contact’s relationship stance.
Configure a custom view in vizrm using Emojis to visualize Decision Making Roles and colors to visualize the position towards us to max out the efficiency of visual communication
Decision Making Roles
You can pick the values for decision making roles from different sales methodologies but of course we did the work for you and picked the best set from best-in-class methods like Challenger Sale, Miller Heiman and Sandler Selling System.
Configure these roles in your CRM:
Economic Buyer 💰: The individual with the authority to allocate the budget and make the final financial decision.
Technical Decision-Maker (Technical Buyer / Gatekeeper) 🛠️: Responsible for ensuring the solution meets technical, regulatory, or compliance standards.
End User (User Buyer / Problem Holder) 🧑💻: Individuals who will use the product or service, primarily concerned with functionality and ease of use.
Influencer (Key Influencer / Coach / Teacher) 📣: People who hold significant sway over decision-makers due to expertise or trust.
Mobilizer (Go-Getter / Change Champion) ⚡: Internal advocates enthusiastic about change and pushing the project forward
Skeptic (Critical Thinker / Challenger) 🤔: Those who challenge the purchase process, ask tough questions, and ensure a thorough vetting.
Blocker (Opposition / Competitor Loyalist) ❌: Individuals who actively resist change or support a competing solution.
Position towards us
Configure these roles in your CRM
In addition to understanding the decision-making roles, it is important to classify contacts based on their relationship stance toward your company and proposal. Here are the four key categories:
Champion: An active advocate for your solution, pushing internally for its adoption. Champions have influence and will often guide you on how to succeed within the organization.
Supporter: A favorable contact who supports your solution but may not actively push for it. They are generally aligned with your proposal but lack the influence or motivation of a Champion.
Neutral: Contacts who are engaged but undecided or indifferent about your proposal. They can be swayed in either direction depending on how well your solution addresses their needs and concerns.
Blocker: A contact who is actively resistant to your solution, either due to a preference for a competitor, internal politics, or personal stake. Blockers need to be handled strategically to prevent them from derailing the deal.
Finalize the view in vizrm
To max out the efficiency of visual communication we use Emojis to visualize Decision Making Roles and colors to visualize the position towards us.
Pro Tipp: as a vizrm admin you can share the view with your colleagues as their default view so everyone is following the same methodology.
