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Salesmark: Relationship Mapping

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by

liz drahos

on 31 May 2013

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Transcript of Salesmark: Relationship Mapping

4 9 8 6 No 7 ©2012 Salesmark Consultants © 2012 Salesmark Consultants Relationship Mapping Implementing Prospecting Sales Call Plan
and Agenda © 2012 Salesmark Consultants H L H L zero Comp. Zebra Role: User Role: Coach L H M M White - Program Mgr. Brown - Mgr. Operations Role: Economic Role: Economic Jones – IT. Director Harris – VP Mfg. © 2012 Salesmark Consultants Economic
Technical
User
Coach Strong Positive (Champion)
Positive (Ally)
Neutral
Negative (Opponent)
No Relationship © 2012 Salesmark Consultants Attitude Toward Zebra © 2012 Salesmark Consultants High
Medium
Low
????? (unknown)
Direction “Level Leap” © 2012 Salesmark Consultants © 2012 Salesmark Consultants “Divide and Conquer” Technical Economic © 2012 Salesmark Consultants “Who’s Missing?” © 2012 Salesmark Consultants Who are other key players? “Outside the Box” Zebra
Partner Other
Business Unit Competition Consultant © 2012 Salesmark Consultants What tactics do you recommend based on
this account level Relationship Map? M H H ? H H H M H L ? Comp. Edward Coleman CEO SR. VP Corp. Dev. Jeffrey Sopp John O’Donnell Dir. Supply Chain Sr. Technology Buyer Mary Jones VP, Operations Mark Warshauer Dir. Bus. Dev. Robin Atherton Mgr. Sales Support Garrett Bechler VP Sales West Rocco Musumeche West Reg. Dir. Mel Figgs SW Reg. Dir. Rob Compton District Mgr. John Meglio District Mgr. Jill Connolly Sr. VP Sales, Bus. Dev. Thomas Ducatelli © 2012 Salesmark Consultants What tactics do you recommend based on this account level Relationship Map? ? H H H H ? M ? Partner M H Comp. CEO Edgar Whitestone Director of Purchasing Dir, Operations John Skilling Dir. Bus. Dev. Robin Atherton Mgr. Sales Support Garrett Bechler Dir. Sourcing Susan Mitchel Sr. VP Operations Thomas Ducatelli © 2012 Salesmark Consultants M ? ? M M ?
Comp. M ? H H Rec. H H M H M H M M Rec. Rec. Rec. Approver Rec. Rec. Mgr. Standards Bill Jones Analyst Liz Hayden Hank Grange IT Mgr. Distribution Shipping Supervisor Approver Decision Maker Rec. H ? Application Dev. Damon Andrews Sr. Dir. IT Troy Danson Mgr. Desktop Sandy Cohen Purchasing Mgr. Shiela Underwood Buyer, Technology. Bill Ogden Buyer, Supplies Megan Dombrowski L M Manager, Operations Dave Hastings Receiving Supervisor Tonya Goldman Manuel Gomez What tactics do you recommend based on this opportunity level Relationship Map? Dir. Warehousing Mario Cabrisi ? Comp. Director of Purchasing Dir. Supply Chain © 2012 Salesmark Consultants What should the next step be based on
this opportunity level Relationship Map? Rec. H H H Rec. Rec. Rec. Printing Specialist Decision Maker
and Approver M H Manager, Operations Dave Hastings Hardware Analyst Tonya Goldman Jose Rodriguez Dir. IT Manuela Rodriguez Manager, IT Mario Cabrisi The Roles People Play Example Relationship Map Informal Influence Committee Technical Technical Technical Susan Mitchel CIO Scott Potter Dir. Sourcing Russel Shersone VP Distribution
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