Using the Prospect Relationship Map for Account Planning

Objective

This article explains the Prospect Relationship Map feature, which helps sales reps understand who holds power within an account. It shows stakeholders and how they're connected, making it easier to influence the buying process.

Additionally, users can use this feature along with newly introduced Smart Account Plan functionality in Outreach. To learn more about creating Smart Account Plans in Outreach, refer to this article.

Applies To

• Outreach Users

Procedure

The Prospect Relationship Map feature helps you identify key stakeholders, decision-makers, and influencers within your prospects' organizations. It can assist you in developing targeted strategies and building stronger relationships with your prospects.

 

1. Log in to Outreach.
2. Go to the Account Page.
3. Access the Smart Account Plan feature by selecting the Smart Account Plan layout on the Account Overview page.
4. Find crucial details like Tech Stack, RTE tiles, Competitor intel, and more, providing valuable information for the rep to create a winning strategy for the account.
5. Click on the Prospects Tab within the account to start mapping relationships.
6. In the default list view, all prospects linked to the Account are displayed.
7. Toggle to the Relationship Map view by clicking on the “Map” sub-tab in the upper left corner.
8. Here reps can create and customize the relationship map from a blank slate.
9. Begin adding prospects to the map using the "Add Prospect" button.
10. Drag a prospect from the side panel and drop it onto the board, or over an existing prospect card to set up relationships or influences
    
11. Alternatively, select a prospect to add to the map, specify the prospect’s Sentiment, relationship with other stakeholders, and their influence on each other. Then click “Add to board” to finish.
12. Repeat the process until all key stakeholder relationships are mapped out, ensuring comprehensive coverage of the account's key stakeholders.
13. You can opt to include the Relationship Map as a tile on the Smart Account Plan, providing easy access for an AE/SDR to reference during interactions.
14. Manage, view, or adjust the Prospect Relationship Map within the tile on the Smart Account Plan, allowing the rep to continuously update and refine their understanding of the account's dynamics.

Applying filters

1. Log in to Outreach.
2. Load the Account's Relationship Map.
3. Apply filters as required. The following filters are available:
   • Department
   • Opportunity
   • Product line (extensible)
4. Save the configuration as a Smart View.