Copyright PLAYER MAP, Inc. All Rights Reserved..
Tweet: @datadotcom #jigsawcontactsVia The Corner! Bit.ly/CornerEventsOr in the Question’s box on your screen
 “I have over a 1000 contact records in my CRM.”  Nice, how many of them are decision makers? “I am up to 500+ connec...
SEE the key Players SEE team & partnerdriving the decision ...
PLAYERS Endorsement? ProducersPower ...
Open the right political doors to key Players. Ch...
Align with Champions who help you win! CHARACTER...
Poll Question Do you have a Champion in your mu...
Questions to ask concerning Competitors W...
Bridge key Players to drive business. Typ...
PMX for SalesforcePlayer Map Sharing ...
Want to hear about upcoming webinars?Be sure you sign up on jigsaw.com! Find more Thought Leadership content ...
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 ...
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Political Power & Social Networks for Sales Performance by Scott Leland for @datadotcom

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.
Published on: Mar 4, 2016
Published in: Business      
Source: www.slideshare.net


Transcripts - Political Power & Social Networks for Sales Performance by Scott Leland for @datadotcom

  • 1. Copyright PLAYER MAP, Inc. All Rights Reserved..
  • 2. Tweet: @datadotcom #jigsawcontactsVia The Corner! Bit.ly/CornerEventsOr in the Question’s box on your screen
  • 3.  “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. Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  • 4. SEE the key Players SEE team & partnerdriving the decision bridges to PlayersSEE your sales plan SEE their LinkedIn®on 1 page to drive profile in one clickteam collaboration directly from PMX SEE “who is who” instantly via symbols
  • 5. PLAYERS Endorsement? ProducersPower Support? pretenders Time? Performance “Politics is the dynamic process by which people interact within an organization to make decisions that affect change.”
  • 6. 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
  • 7. 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
  • 8. Poll Question Do you have a Champion in your must-win pursuit?Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  • 9. Questions to ask concerning Competitors Who are they? Where are they? Can we convert? Can we minimize? Can we go around? “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
  • 10. 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
  • 11. PMX for SalesforcePlayer Map Sharing Team Collaboration Create PMX Add PMX Users Team Folder to Team Folder Set up Team Folders to Build plan on PMX: note actions, View PMs in Share PMs in share Player Maps with who will manage & dates due – Team Folder Team Folderyour team on key pursuits update team upon completion Share action items & notes, and PMX emails all team members Copy PM from Edit your Copy the update direct to their email Team Folder of Shared PM Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  • 12. Want to hear about upcoming webinars?Be sure you sign up on jigsaw.com! Find more Thought Leadership content and past webinars/recordings on The Corner! bit.ly/CornerEventsFind us anytime: @datadotcom /datadotcom
  • 13. Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  • 14. 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 andthe bridges you need to cross to get to them – an x-ray of precisely how to win If we can assist you further…please contact us at pmx@playermap.com or 1.414.921.2550 Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending

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