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Data.com Connect Presents: Scott Leland - Mapping Key Players & Building Your 3-D Sales Plan

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Data.com Connect Presents: Scott Leland - Mapping Key Players & Building Your 3-D Sales Plan

  1. 1. Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers   @ConnectMembers   Data.com  
  2. 2. Copyright PLAYER MAP, Inc. All Rights Reserved.. Players, Bridges & Plan 3D
  3. 3. Performance    pretenders      PLAYERS  Producers      Power   Support?            Endorsement?            Time?   POLITICS “Poli5cs  is  the  dynamic  process  by  which  people  interact   within  an  organiza5on  to  make  decisions  that  affect   change.”  Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  4. 4.    Open  doors  to  poli5cally  powerful  Players.   Characteris5cs:     Value  Seeker     Team  Builder     BoGom  Line     Buy  vs.  Sold     Risk  Taker     Pre-­‐wire   PLAYERS “Players  like  Players,  so  if  you  are  not  the    right  person…bridge  someone  who  is.”  
  5. 5. Ops / Admin Manager Exec PLAN EXECUTE VISION FUNDING BUDGET EXPENSE Business Technical APPROVE ANALYZE AUTHORIZE PRE-WIRE PRE-WIRE POLITICS FOCUS Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  6. 6.  Champions  want  you  &  only  you  to  win!   Characteris5cs:     Well-­‐connected     Player  vs.  Friend     Not  Cheerleader     Access  to  Funds     Communicator     Embrace  Risk   “They  are  not  a  Champion  un5l  you  are  willing       to  put  your  own  success  in  their  hands.”   Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending CHAMPIONS
  7. 7. COMPETITORS   Who  are  they?     Where  are  they?     Can  we  convert?     Can  we  minimize?     Can  we  go  around?      Keep  client  compe5tors  in  front  of  you.   “If  we  do  not  effec5vely  manage  and/or  silence   a  client  compe5tor…then  we  will  surely  lose.”   Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  8. 8.        Bridges  turn  org  charts  into  Player  Maps   Types  of  Bridges     Professional     Personal     External     Internal   Building  Bridges     Right  Player     Right  Value     Right  Time     Right  Dialogue   BRIDGES “If  you  can’t  ‘stand’  on  your  rela5onship     with  a  Player…then  it  isn’t  a  Bridge.”   Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  9. 9. Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending Which strategy will decisively differentiate us & help us to defeat our top competitors? What value package do the key Players want to see to secure their endorsement? Which Players should we work with and what do they want professionally & personally?
  10. 10. Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending q  Politics q  Players q  Champions q  Competitors q  Bridges q  Plan 3D q  Contact §  scott.leland@playermap.com §  414.921.2550 QUESTIONS
  11. 11. Want  to  hear  about  upcoming  webinars?     Be  sure  you  sign  up  on  connect.data.com!            Find  us  any?me:        @connectmembers                                                    /connectmembers   Find  more  Thought  Leadership   content  and  past  webinars/recordings   on  The  Corner!   community.data.com      

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