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Navigating Enterprise Buying Committees: Strategies for Driving Alignment

Closing deals has never been harder. Purchase cycles are more complex. Decisions are made at a higher level. Buying committees are bigger and more risk averse. Win rates have dipped far below what they once were.This playbook serves as your compass in the multithreading maze. Within its pages, you’ll:
  • Master the art of identifying and engaging the right members amidst complexity.
  • Forge a robust process for engaging buying groups comprehensively.
  • Cultivate strategies for garnering consensus within the buying committee.
  • Select and leverage the right tools to actualize your business objectives.
We’ve outlined eight strategies that, when combined, result in compounded improvements in your win rates.

You’ll learn how to:

  • Strategically engage stakeholders in buying committees to drive alignment and win more deals.
  • Overcome challenges of disrupting the status quo and engaging complex buying committees effectively.
  • Identify the right stakeholders, maintain consistent engagement, garner consensus, and deliver tailored messages at the right time.
  • Establish a strong champion within the organization for ongoing engagement and insights.
  • Treat each stakeholder as a separate sales cycle with personalized interactions for better outcomes.
Featuring Insights from:
  • Mark Kosoglow

    Ex-CRO, Catalyst Software

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  • Capture the invited attendees and add them to the corresponding opportunities.
  • Capture the invitees vs attendees information and add it in relevant opportunities

MS Teams Coming soon

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  • Capture the invited attendees and add them to the corresponding opportunities.
  • Capture the invitees vs attendees information and add it in relevant opportunities

Slack Coming soon

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  • Notify non-CRM users as well, for example, your engineering, product, finance, legal teams.
  • Define the date and time for delivering the notifications.

Zoom

  • Fully automated data capture. No bot attendee.
  • Capture uninvited meeting attendees and add them as contacts in your CRM against accounts or opportunities.
  • Capture the invited attendees and add them to the corresponding opportunities.
How to Integrate Nektar and Zoom

Outlook Calendar

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Sync one-time meetings or recurring meetings seamlessly into your CRM, along with the meeting title and schedule.
  • Capture email addresses and automatically create contacts in the relevant account and opportunity in your CRM.
  • In real-time, capture any updates made to a calendar invite – modifications to the participant list and/or the schedule.

Outlook

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Automatically create contacts in your CRM by capturing them from the ‘from’, ‘to’, and ‘cc’ in emails.
  • Enrich your contacts automatically by capturing the job title, phone number, and social profiles from email signatures.
  • Sync every inbound and outbound email automatically into your CRM against the right account, opportunity, and leads.

Google Calendar

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Sync one-time meetings or recurring meetings seamlessly into your CRM, along with the meeting title and schedule.
  • Capture email addresses and automatically create contacts in the relevant account and opportunity in your CRM.
  • Without worry, capture any updates made to a calendar invite – modifications to the participant list and/or the schedule.

Gmail

  • Fully automated data capture. No browser extension, email sidebar, or email forwards.
  • Automatically create contacts in your CRM by capturing them from the ‘from’, ‘to’, and ‘cc’ in emails.
  • Enrich your contacts automatically by capturing the job title, phone number, and social profiles from email signatures.
  • Sync every inbound and outbound email automatically into your CRM against the right account, opportunity, and leads.

Snowflake Coming soon

  • Get all the communications data(Gmail, Zoom, Microsoft, etc) pushed directly into Snowflake
  • The integration eliminates the need for periodic data exports from SFDC to Snowflake.
  • Automatically create historical contacts and sync historical activities that are related to a new, ongoing opportunity. (We call this Time Travel!)
  • Leverage Snowflake’s robust data warehousing capabilities for advanced analytics.

Salesforce

  • Bi-directional integration with Nektar.
  • In real-time, automatically create contacts and sync emails and meetings against corresponding accounts, opportunities, and leads.
  • Automatically create historical contacts and sync historical activities that are related to a new, ongoing opportunity. (We call this Time Travel!)
  • Self-heal any erroneous/outdated contacts, contact roles, and activities.
  • Nektar only creates additional records on Salesforce or augments existing records. It never deletes information or overwrites anything.
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