Map your customer formal and informal structure. Include everyone who affects or is affected by the decision. List the names of your customers who are in the circles of influence in your opportunity. Go as deep and as wide as you can. Seek the help of your management and also peers if there are some gaps.
The purpose is for you to see the gap and put an action in place.
<aside> ☝🏼 TIP: For Decision Criteria, Identify the most important key factor for each customer. You can add or change the key factor. You can also add more if needed.
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The customer influence map is a tool used to map out the formal and informal structure of customers who are affected by or have an effect on the decision-making process of an opportunity. The purpose of the map is to identify key stakeholders and decision-makers within an organization and to understand their level of influence and importance in the decision-making process.
To use the customer influence map, start by identifying all the customers who are involved in the opportunity. This includes everyone who is affected by the decision and those who have the power to influence it. Once you have identified these customers, list their names in the circles of influence on the map.
Next, identify the most important key factor for each customer. This could be anything from cost to quality to customer support. Add or change the key factor as needed and add more if necessary.
Once you have completed the customer influence map, use it to guide your enterprise sales process. Use the map to understand the key decision-makers and stakeholders and to tailor your messaging and approach to meet their specific needs and interests. Be sure to focus on the key factors that are important to each customer and to address any concerns or objections they may have.
By using the customer influence map in your enterprise sales process, you can better understand your customers and their needs, and ultimately increase your chances of success.