EP 20: HOW TO LAND MORE DEALS WITH RELATIONSHIP MAPS

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Say hello to our latest guest on the Revenue Optimists! Eric Chapman is the VP of Sales Operations and Enablement at Hexagon ALI. With over 25 years of experience, he’s an expert in sales operations and enablement. This episode, he chats with Traction Complete’s David Nelson about:

  • Using relationship maps or influence maps to close more deals
  • The impact that bigger buying committees have on sales
  • Focusing your marketing and customers success efforts on the right people within an account
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KNOW ERIC

Eric Chapman is the VP of Sales Operations and Enablement at Hexagon’s Asset Lifecyle Intelligence division. The division empowers clients to design and operate more profitable, safe, and sustainable industrial facilities. Eric carries a wealth of experience in business and sales operations at both regional and global levels. At Hexagon, he’s enabled nearly a dozen quarters of continuous growth, nearing $500M in annual revenue.

ERIC'S PRO TIP

According to Gartner, the typical buying group for a B2B solution involves six to 10 decision makers.

Hear from Eric Chapman, VP of Sales Operations and Enablement at Hexagon ALI, to learn how he uses relationship maps to facilitate deals at the opportunity and account level, and understand the moving pieces inside an account. Check out this pro tip or listen to the full interview.

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