Webinar | Access Key Players - Improve Your Win Rate

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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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Webinar | Access Key Players - Improve Your Win Rate

  1. 1. Access Key Players – Improve Your Win Rate
  2. 2. © The TAS Group 2014 Áine Denn EVP EMEA Maureen Blandford EVP Marketing Use new photo
  3. 3. © 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*
  4. 4. © The TAS Group 2014 Political Mapping– Can we Win? Is there an opportunity? Can we compete? Can we win? Is it worth winning?
  5. 5. © The TAS Group 2014 of reps can access key players. 54% Only You are 4xSpeak 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.
  6. 6. © 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
  7. 7. © The TAS Group 2014
  8. 8. © The TAS Group 2014 Map the Buyer’s Organization
  9. 9. © The TAS Group 2014 Buying Role
  10. 10. © 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  
  11. 11. © The TAS Group 2014 Friend or Enemy?
  12. 12. © The TAS Group 2014 Political Status
  13. 13. © The TAS Group 2014 Show Lines of Influence
  14. 14. © The TAS Group 2014 Relationship Strategies
  15. 15. © The TAS Group 2014 Salesforce: Stop Blind Selling
  16. 16. © The TAS Group 2014 Leverage LinkedIn Information
  17. 17. © The TAS Group 2014 Leverage Twitter Feed
  18. 18. © The TAS Group 2014
  19. 19. © The TAS Group 2014 Uncover Vulnerabilities in the Map
  20. 20. © 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
  21. 21. © 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
  22. 22. © The TAS Group 2014 Thank You FRONT Will Wiegler Chief Marketing Officer Chicago, Illinois wwiegler@thetasgroup.com Phone: 224.430.3433 Skype: willwiegler www.thetasgroup.com Áine Denn EVP EMEA +44 (0) 78 23777929 adenn@thetasgroup.com www.thetasgroup.com

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