· 18 min
RELATIONSHIP MAPPING (EPISODE 2 OF TERRITORY MAPPING)
Relationship mapping inside a territory is critical to expediting sales. When constructing a relationship map, include the following:
Area Relationship Map (inside the territory)
- Who does business with who?
- Why do they do business with certain people?
- Who are the key voices in your industry?
Prospect Relationship Map (inside the account)
- Who is the decision maker?
- What is the internal dynamic of the organization like?
- Who is an influencer (often different than the decision maker)?
Relationship Map Plans
- If you stop doing business with someone, what impact will it have?
- If you start doing business with someone, what impact will it have?
- Who else is connected to your prospect?
These are some of the pieces to consider when developing your Territory Relationship Map.
Scott Schlofman
Mike Williams - Cell 801-635-7773
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