This 45 minute presentation looks at the foundations of building a robust Political Strategy for sales people

1. © SPUTNIK-3 Customer Centric Systems Confidential
Politics in Sales: You may deny it
but the game is being played

2. © SPUTNIK-3 Customer Centric Systems Confidential
What Account Planning
and Going to War have in
Common
Presented by Paul Mulder
Sputnik-3: Executive
paul@sputnik-3.com
mrpaulmulder

3. © SPUTNIK-3 Customer Centric Systems Confidential

4. © SPUTNIK-3 Customer Centric Systems Confidential
Marketing & Sales Alignment

5. © SPUTNIK-3 Customer Centric Systems Confidential
Mapping the Political Landscape
1. Political Status
2. Influence
3. Buying Role
4. Character Adaptability
5. Our Status
6. Amount of Coverage

6. © SPUTNIK-3 Customer Centric Systems Confidential
Inner Circle
“The Centre of Informal Decision Making”

7. © SPUTNIK-3 Customer Centric Systems Confidential
Build your Personal Credibility

8. © SPUTNIK-3 Customer Centric Systems Confidential
Win-Win
“Guaranteeing a favourable outcome for
everyone involved.”

9. © SPUTNIK-3 Customer Centric Systems Confidential
Manage The Cold War
In 1945, one major war ended and another
began. The Cold War lasted about 45 years.
There were no direct military campaigns
between the two main antagonists, the
United States and the Soviet Union.

10. © SPUTNIK-3 Customer Centric Systems Confidential
Resources
Web: www.sputnik-3.co.za
Email: info@sputnik-3.co.za
TEL: +27 12 661 2142
Blog
• Part 1: Dominating the Political Game in Sales
Download
• Free Download: Great Account Management
• Free Download: The Account Planning Process
• Sales Management Association: Strategic Account Management
Checklist
• Presentation: What Account Planning and Going to War have in
Common
YouTube
• Smart Account Manager
Offerings
• Account Manager
• Account Evolution