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SUPERION – Sales Playbook
3-2-1 Buyer Map
The 3-2-1 Buyer map is used by the opportunity owner to identify both the influence level and role
of each stakeholder. Similar to the way we previously used Contact Roles, 3-2-1 goes a step
further and ensures the Sales Rep communicates with three (3) agency contacts in two (2)
different departments, with one (1) catalyst (someone with a high degree of influence with either
authority to buy or access/association to someone in the organization who does). A reminder to
complete the 3-2-1 Buyer map is built into the Sales Plan.
Marketo Sales Insight
The Marketo Sales Insight widget displays on the opportunity to give the opportunity owner a view
into marketing activity for the Contacts identified in the 3-2-1 Buyer Map.
Bill To/Ship To
The Bill To/Ship To records originate on the Account records and automatically display on the
opportunity. This information is required for quote generation. No action is required by the
opportunity owner unless the Bill To/Ship To information is not on the Account, in which case the
record would need to be created.
3/8/2018
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