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While tending to the needs of all buying roles in a sale is important, accessing key players is a critical skill that must be mastered. Only 54% of sales professionals feel they are effective at accessing key players in the buyer’s organization. Áine Denn provides you with 8 Key Elements of a Great Political Map. Aine also shares best practices for using Political Maps to identify the right people, gain access, and develop support in your target accounts⎯ giving you a smart competitive advantage to win.
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Access Key Players – Improve Your Win Rate
© The TAS Group 2014
Áine Denn EVP EMEA
Maureen Blandford EVP Marketing
Use new photo
© The TAS Group 2014
And They Achieve 30% More Revenue* *Source: Dealmaker Index Sales Benchmark Study 2013
30%
54%
Only 54% of Reps Can Access Key Players*
© The TAS Group 2014
Political Mapping– Can we Win?
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
© The TAS Group 2014
of reps can access key players.
54% Only
You are 4x Speak in their terms. Access is critical early and late. Need to maintain access and build preference.
Key Players
Buyers that control
outcomes decide what will
happen and make things
happen. Are Sales People Doing
the Right Things?
Executive Credibility
Inside Support
more likely to gain access to key players
when referred from the inside.
© The TAS Group 2014
Poll When sales people can’t do the right things … What are you seeing?
A) Single threaded in opportunities B) Not accessing the decision makers C) Can’t validate the political structure D) Competition seems better connected than you E) Low executive credibility
© The TAS Group 2014
© The TAS Group 2014
Map the Buyer’s Organization
© The TAS Group 2014
Buying Role
© The TAS Group 2014
Adaptability to Change
Adaptability to Change Innovator Visionary Pragma-st Conserva-ve Laggard
Chris Jameson
SVP, Opera-ons
P =
Coverage – None – Brief – Mul-ple – In-‐Depth
Evalua9on Role Approver Decision Maker Evaluator User
A
Status x ̶ = + *
Enemy Non-‐Supporter Neutral Supporter Mentor
© The TAS Group 2014
Friend or Enemy?
© The TAS Group 2014
Political Status
© The TAS Group 2014
Show Lines of Influence
© The TAS Group 2014
Relationship Strategies
© The TAS Group 2014
Salesforce: Stop Blind Selling
© The TAS Group 2014
Leverage LinkedIn Information
© The TAS Group 2014
Leverage Twitter Feed
© The TAS Group 2014
© The TAS Group 2014
Uncover Vulnerabilities in the Map
© The TAS Group 2014
8 Elements of a Great Political Map
Mobile & Cloud
Inside CRM
Smart
Motivational Social and Collaborative
Action Oriented
Discover Insights
Visual
© The TAS Group 2014
The impact on a customer of a bad buying decision …
is greater than the impact on a sales person of a lost sale
© The TAS Group 2014
Thank You FRONT BACK
Will WieglerChief Marketing Officer
Chicago, [email protected]
Phone: 224.430.3433Skype: willwiegler
www.thetasgroup.com
Áine Denn EVP EMEA +44 (0) 78 23777929 [email protected]
www.thetasgroup.com
