Use when navigating complex enterprise deals, multi-stakeholder sales, or competitive displacement situations
When a deal has multiple stakeholders, a long sales cycle, or a competitive situation requiring strategic navigation.
For each person involved in the decision:
Draw the influence map: who influences whom? Your champion = the person who will sell for you when you're not in the room.
Never single-thread (one contact = single point of failure). Plan to reach:
For each: tailored message addressing their specific concern.
When you know there's a competitor in the deal:
Tactics: