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Leveraging the web for political mapping

 

Here’s a technique I recently observed being used to quickly understand the power structure in an organization. I thought it might be valuable to share.

Here’s the problem: One of the main reasons why deals are lost is because the salesperson doesn’t know the political structure in the target organization. By that I don’t mean the hierarchy of the company, but rather the real lines of influence that point to those who can impact the deal.

It’s usually not hard to find out the name of the main business sponsor. She’s probably your main target. But how can you discover who are her trusted inner circle? Who are the people who she will rely on to support her decision?

Well, here’s how you might use the Internet to help you figure this out?

There is considerable movement among senior executives from company to company. In some disciplines, such as sales, the average tenure is less than two years. Often when the executive moves to a new company, other people from the old company will follow. It’s likely as not that these will be the people that she will count on to help her makes decisions.

Once you know the executive’s previous company, you can easily search on LinkedIn or other such tool to see who has now moved to the new company and was previously in the old company. These are folks to connect with, and learn their potential degree of influence.

This works! I’ve seen it happen. Try it and uncover information that could be really valuable.

 

 

About The Author

Donal Daly
Donal Daly
Donal Daly is Executive Chairman of Altify having founded the company in 2005. He is author of numerous books and ebooks including the latest Amazon #1 Bestseller Digital Sales Transformation in a Customer First World (Nov 3, 2017) and his previous Amazon #1 Best-sellers Account Planning in Salesforce and Tomorrow | Today: How AI Impacts How We Work, Live, and Think. Altify is Donal’s fifth global business enterprise.
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1 thought on “Leveraging the web for political mapping”

  1. John says:

    The point made about becoming aovsidrs to customers is key in the present-day market. The personal touch goes a long way, and customers nowadays are looking for exceptional customer service even before they make the purchase. A company that is willing to give advice and guidance free of charge before a customer even converts is a company that will do well in their sales.

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