What Is an Org Chart in B2B Enterprise Sales?

The visual representation of a company’s organizational structure is known as an Organizational chart or an org chart. It gives an overview of the hierarchy, and the reporting structure of a company.  

How to Use Org Charts in B2B Enterprise Sales?

1. Use org charts to know influence: Understand the hierarchy within a target organization by using org charts to identify key decision-makers and influencers. Map out who holds sway over purchasing decisions and tailor your outreach strategy to engage these critical stakeholders more effectively and build relationships with those who have the most impact.

2. Find points of entry: Gain a clear view of the organizational structure by using org charts to identify potential points of entry to initiate conversations. Knowing who reports to whom allows you to strategically approach lower-level contacts who can advocate for your solution internally and help you navigate to higher-level decision-makers.

3. Up-selling and cross-selling: Reveal opportunities for up-selling and cross-selling within an organization by using org charts to highlight departments or business units that could benefit from your solutions. Understand the structure to identify where additional value can be added, thus expanding the scope of the initial sale and maximizing revenue potential.

‍