political power & social networks for sales performance by scott leland for @datadotcom
DESCRIPTION
To effectively sell in today’s complex business environment, you have to understand political power and social networks. An x-ray of political power and social networks, you can see your sales strategy with the Player Map, and sell more sooner. In this webinar, you will learn the following: - Understanding political dynamics. - Identifying the key client Players. - Developing committed Champions. - Offsetting internal client competitors. - Building bridges to the key Players. Presented by Scott Leland. Scott Leland’s expertise is optimizing sales performance via the PLAYER MAP sales system, a cutting-edge approach for global and strategic account management that improves client relationships & win rate on must-win projects.TRANSCRIPT
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Or in the Question’s box on your screen
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Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
“I have over a 1000 contact records in my CRM.”
Nice, how many of them are decision makers?
“I am up to 500+ connections on social media!”
Cool, how many of them do you know well?
“Too many sales people sell to the wrong people.”
Stop burning time & money…Player Map it.
SEE your sales plan
on 1 page to drive
team collaboration
SEE the key Players driving the decision
SEE team & partner
bridges to Players
SEE their LinkedIn®
profile in one click
directly from PMX
SEE “who is who” instantly via symbols
Performance
pretenders
PLAYERS
Producers Power Support?
Endorsement?
Time?
“Politics is the dynamic process by which people interact within an organization to make decisions that affect change.”
Open the right political doors to key Players.
Characteristics Value Seeker Risk Taker Team Builder Bottom Line Buy vs. Sold Pre-wire
“Players like Players, so if you are not the right person…bridge someone who is.”
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
Align with Champions who help you win!
CHARACTERISTICS Communicates Connected Drives Project Player vs. Friend Access to Funds Not Cheerleader
“They are not a Champion until you are willing to put your own success in their hands.”
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
Do you have a Champion in your must-win pursuit?
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
Poll Question
Who are they? Where are they? Can we convert? Can we minimize? Can we go around?
Questions to ask concerning Competitors
“If we do not effectively manage and/or silence a client competitor…then we will surely lose.”
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
Bridge key Players to drive business.
Types of Bridges Professional Personal External Internal
Building Bridges Right Player Right Value Right Time Right Dialogue
“If you can’t ‘stand’ on your relationship with a Player…then it isn’t a Bridge.”
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
PMX for Salesforce
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
Player Map Sharing Create PMX Team Folder
Add PMX Users to Team Folder
Share PMs in Team Folder
View PMs in Team Folder
Copy PM from Team Folder
Edit your Copy of Shared PM
Set up Team Folders to
share Player Maps with
your team on key pursuits
Team Collaboration
Build plan on PMX: note actions,
who will manage & dates due –
update team upon completion
Share action items & notes, and
PMX emails all team members
the update direct to their email
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Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
Success demands you find the right players and deliver the value they want –
to maximize your win rate when you only get one shot to win…Player Map it
The Player Map lets you instantly see the people making the decisions and
the bridges you need to cross to get to them – an x-ray of precisely how to win
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
If we can assist you further…please contact us at [email protected] or 1.414.921.2550