Maximizing Seller Productivity: Two Sales Leaders’ Success Stories Using Relationship Map

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class="author-profile__author-container">  <div class="author-profile__author-text-container"> <a href="https://www.linkedin.com/in/isaiahbrown" target="_blank" class="t-14 t-bold"><span class="screen-reader">Authored by</span>Isaiah Brown</a> <p class="t-14">Product Marketing Manager @ Google</p> <p class="t-14 t-black--light" data-published-date="2024-7-29"> July 29, 2024 </p> </div> </div>  </div> <div class="social-share"> <ul class="social-share__list share-list" title="Share via" data-share-list> <li class="share-list__item share-item"> <a href="#" class="share-item__link medium-round-muted-tertiary-button" role="button" data-tracking-control-name="_linkedin_share" data-share-type="linkedin" aria-label="Share on LinkedIn, New window will open"> <li-icon class="share-item__icon" type="linkedin-icon"></li-icon> </a> </li> <li class="share-list__item share-item"> <a href="#" class="share-item__link medium-round-muted-tertiary-button" role="button" data-tracking-control-name="_facebook_share" data-share-type="facebook" aria-label="Share on Facebook, New window will open"> <li-icon class="share-item__icon" type="facebook-icon"></li-icon> </a> </li> <li class="share-list__item share-item"> <a href="#" class="share-item__link medium-round-muted-tertiary-button" role="button" data-tracking-control-name="_twitter_share" data-share-type="twitter" aria-label="Share on Twitter, New window will open"> <li-icon class="share-item__icon" type="twitter-icon"></li-icon> </a> </li> </ul> </div> </div> </div> </div> <div id class="component component-richText" data-component-type="richText"> <div class="rich-text global-paragraph-style--reader"> <p>Closing deals has become increasingly complex as buying committees continue to grow. <a rel="" href="https://www.gartner.com/en/sales/insights/b2b-buying-journey?trk=lss-blog-relationship-map?trk=lss-blog-relationship-map-stories" target="_self">According to Gartner</a>, they now include an average of 11 members. <br> </p><p>Today, mapping and tracking all of these internal stakeholders, including multiple champions, influencers, and decision-makers, is one of the biggest challenges to closing deals. That’s why we created Relationship Map, a tool in Sales Navigator that helps you visualize, track, and categorize the stakeholders who are key to your deals.</p> </div> </div> <div id class="component component-video" data-component-type="video"> <div class="video video__article-width" data-video-with-thumbnail="false" data-video> <div class="video-padding-wrapper"> <div class="video__container"> <div class="video__content" tabindex="-1" data-video-content> <iframe allowfullscreen frameborder="0" data-delayed-url="https://www.youtube-nocookie.com/embed/bfbSrFLxbnk?rel=0&amp;autohide=1&amp;playsinline=0&amp;html5=1&amp;wmode=opaque&amp;autoplay=0" title="Introducing Relationship Map for Sales Navigator"> </iframe> </div> </div> </div>  </div> </div> <div id class="component component-richText" data-component-type="richText"> <div class="rich-text global-paragraph-style--reader"> <p>How are sales leaders using Relationship Map? We talked to two Revenue Operations leaders who have found success integrating it into their teams’ sales processes — here are their stories. </p><h2><strong>How a Sanity Seller Used Relationship Map to Find the Stakeholders they Needed to Close a Deal</strong><br> </h2><p>Relationship Map is pivotal in helping <a rel="" href="https://www.linkedin.com/company/sanity-io/?trk=lss-blog-relationship-map-stories" target="_self">Sanity’s</a> sellers multithread their way to closed-won deals. And no one knows this better than Sanity's Head of Revenue Enablement, <a rel="" href="https://www.linkedin.com/in/andrew-r-gray/?trk=lss-blog-relationship-map-stories" target="_self">Andrew Gray</a>, who witnessed one of his sellers close a deal using Relationship Map first-hand.<br> </p><p>“One of our reps in EMEA had built his relationship map in Sales Navigator, screenshot it and put it on a deal review. He was able to see where he was lacking relationships, what he was missing to be multi-threaded, where he needed more exposure – everything that’s key for relationship mapping,” said Gray.</p><p>What surprised Andrew about the Relationship Map was that his seller could create it directly within Sales Navigator. <br> </p><p>“Normally our sellers build out some sort of relationship map inside of Excel, a Miro Board, Google Drawings, or some other application. But the fact that he was able to do this inside of Sales Navigator made me think this should be our new standard moving forward.”<br> </p><p>After using Relationship Map, the seller focused his efforts on the missing key relationships that could help him close the deal. He then used LinkedIn to get an introduction to a key contact who was a champion for moving that deal forward. And best of all, that seller closed the deal a few months later.<br> </p><p>“Would he have won the deal without the Relationship Map? Maybe.” Gray reflected. “But do I know for a fact that he sat and looked at his Relationship Map, and used it to map out a strategy that ultimately won him that deal? 100%.”</p> </div> </div> <div id class="component component-standaloneImage" data-component-type="standaloneImage"> <div class="standalone-image-component standalone-image-component--article-width"> <figure> <img class="standalone-image-component__image" sizes="(max-width: 480px) 480px, (max-width: 767px) 767px, (max-width: 1024px) 1024px, 1920px" data-delayed-url="https://media.licdn.com/dms/image/v2/D4D08AQFlFBwINVTYRA/croft-frontend-shrinkToFit1024/croft-frontend-shrinkToFit1024/0/1721911656573?e=2147483647&v=beta&t=tp1UFIRb6sJ8tDEedWRA6Fl-PoPZ6qGsbZ0JQT8ThNg" alt="Relationship Map in Sales Navigator">  </figure> </div> </div> <div id class="component component-richText" data-component-type="richText"> <div class="rich-text global-paragraph-style--reader"> <h2><strong>Globality’s Sales Team uses Relationship Map to Save Time Manually Updating Contact Roles in Salesforce</strong></h2><p><a rel="" href="https://www.linkedin.com/in/elaineli7/?trk=lss-blog-relationship-map-stories" target="_self">Elaine Li</a>, Director of Revenue Operations & GTM Strategy at <a rel="" href="https://www.linkedin.com/company/globality-inc-/?trk=lss-blog-relationship-map-stories" target="_self">Globality</a>, praises Relationship Map for its pivotal role in helping her team navigate and manage essential relationships to close significant deals.<br> </p><p>Globality's enterprise sellers target new logos from 2,000 global companies. With marquee customers like Adidas, Fidelity, Johnson & Johnson, and more, their product demos frequently involve 50-80 participants. This approach makes it challenging to identify the buying committee, key decision-makers, influencers, and internal champions needed to close the deal.<br> </p><p>“We’ve instructed our sellers to map out each of the contact roles into Salesforce to foster the relationship and successfully close the deal,” says Li. “As you can imagine, manually identifying and mapping that many key contacts is cumbersome and detracted from crucial activities and regular deal reviews.” <br> </p><p>For Elaine, Relationship Map allowed her team to map out all of the key contact roles directly in Sales Navigator, and use LinkedIn data to ensure they were up to date. One of her favorite things about Relationship Map is that her sellers can add it to Salesforce via <a rel="" href="https://www.linkedin.com/business/sales/blog/product-updates/introducing-embedded-experiences-bring-sales-navigator-features-into-your-crm?trk=lss-blog-Q?trk=lss-blog-relationship-map-stories" target="_self">Embedded Experiences</a>.<br> </p><p>"Previously, we'd screenshot Relationship Maps in Sales Navigator and insert them into PowerPoint during deal reviews, as not all executives had Sales Navigator," Li recalls. "Now, with Embedded Experiences, we can review Relationship Maps in Salesforce live during key meetings."<br> </p><p>Elaine highlights that while other tools offer similar relationship mapping functionality, it’s the power of LinkedIn data that makes Sales Navigator a must use for Globality.<br> </p><p>“With LinkedIn, everything is up to date. You know when people get promoted, change teams, or leave the company. These are the insights no other tools can provide."<br> </p> </div> </div> <div id class="component component-standaloneImage" data-component-type="standaloneImage"> <div class="standalone-image-component standalone-image-component--article-width"> <figure> <img class="standalone-image-component__image" sizes="(max-width: 480px) 480px, (max-width: 767px) 767px, (max-width: 1024px) 1024px, 1920px" data-delayed-url="https://media.licdn.com/dms/image/v2/D4D08AQEvkmIFuIFqOg/croft-frontend-shrinkToFit1024/croft-frontend-shrinkToFit1024/0/1721911741345?e=2147483647&v=beta&t=pa8ALiBJF3CMstzojm-b-RLVRouojSWxE_PO1BTgmws" alt="Relationship Map in Sales Navigator">  </figure> </div> </div> <div id class="component component-richText" data-component-type="richText"> <div class="rich-text global-paragraph-style--reader"> <p>For Globality and Sanity, Relationship Map has helped them increase their sales teams’ productivity by making it easy to stay on top of constantly changing buying committees. <br> </p><p>Having the ability to power their Relationship Maps with LinkedIn’s network of more than 1 billion members allows them to never miss a key personal update that they need to close more deals. <br> </p><p><strong><a rel="" href="https://www.linkedin.com/business/sales/blog/product-updates/relationship-map-sales-navigator-what-it-is-and-how-to-use-it?trk=lss-blog-relationship-map-stories" target="_self">Learn more about Relationship Map here</a></strong><strong>. Or learn more about other Sales Navigator features below. </strong></p><ul><li><strong><a rel="" href="https://www.linkedin.com/business/sales/blog/sales-navigator/two-sellers-success-stories-using-account-iq" target="_self">Cutting Out the Busy Work: Two Sellers' Success Stories with Account IQ</a></strong></li><li><strong><a rel="" href="https://www.linkedin.com/business/sales/blog/sales-navigator/four-videos-for-getting-started-with-linkedin-sales-navigator" target="_self">Getting Started With Sales Navigator: 4 Videos That Show You Where to Begin</a></strong></li><li><strong><a rel="" href="https://www.linkedin.com/business/sales/blog/product-updates/announcing-integration-between-hubspot-crm-and-sales-navigator" target="_self">HubSpot’s Smart CRM and LinkedIn Sales Navigator: Sales Superpowers for Joint Customers</a></strong></li><li><strong><a rel="" href="https://www.linkedin.com/business/sales/blog/product-updates/introducing-embedded-experiences-bring-sales-navigator-features-into-your-crm?trk=lss-blog-Q" target="_self">Introducing Embedded Experiences: Bring the Power of Sales Navigator Right Into Your CRM</a></strong></li><li><strong><a rel="" href="https://www.linkedin.com/business/sales/blog/sales-navigator/personas-in-sales-navigator-how-to-use-them-in-sales-prospecting" target="_self">How 'Personas' in Sales Navigator Helps Me Connect With the People Who Matter Most</a></strong></li><li><strong><a rel="" href="https://www.linkedin.com/business/sales/blog/product-updates/what-is-relationship-explorer-linkedin-sales-navigator-and-how-to-use-it?trk=lss-blog-QPR-May-24" target="_self">What is Relationship Explorer – And Why LinkedIn's Sellers Are Excited About It</a></strong></li></ul> </div> </div> <div id class="component component-banner" data-component-type="banner"> <div class="banner banner--v3 banner--article-width 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