Data com connect presents scott leland mapping key players building your 3 d sales plan

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Players, Bridges & Plan 3D

Copyright PLAYER MAP, Inc. All Rights Reserved..



POLITICS

 
 PLAYERS


 
 
 
 
 Endorsement?
 

 
 


 Producers
 

Power
 

Support?
 


 pretenders
 

 
 
 
 
 Time?
 

Performance
 
“Poli5cs
 is

 the
 dynamic
 process
 by
 which
 people
 interact
 
within
 an
 organiza5on
 to
 make
 decisions
 that
 affect
 
change.”
 
Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending



PLAYERS


 
 Open
 doors
 to

 poli5cally
 powerful
 Players.
 

Characteris5cs:
 
  Value
 Seeker
 
  Team
 Builder
 
  BoGom
 Line
 
  Buy
 vs.
 Sold
 
  Risk
 Taker
 
  Pre-­‐wire
 
“Players
 like
 Players,
 so
 if

 you
 are
 not
 the
 

 right
 person…bridge
 someone
 who
 is.”
 


FOCUS
Business
VISION

Exec

FUNDING

AUTHORIZE
POLITICS

PLAN

Manager

BUDGET

APPROVE
PRE-WIRE

EXECUTE

Ops / Admin
ANALYZE
PRE-WIRE

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending

EXPENSE

Technical



CHAMPIONS


 Champions
 want
 you
 &
 only
 you
 to
 win!
 

Characteris5cs:
 
  Well-­‐connected
 
  Player
 vs.
 Friend
 
  Not
 Cheerleader
 
  Access
 to
 Funds
 
  Communicator
 
  Embrace
 Risk
 
“They
 are
 not
 a
 Champion
 un5l
 you
 are
 willing

 
 
 
to
 put
 your
 own
 success
 in
 their
 hands.”
 

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending



COMPETITORS


 
 Keep
 client
 compe5tors
 in
 front
 of
 you.
 

 
 
 
 
 

Who
 are
 they?
 
Where
 are
 they?
 
Can
 we
 convert?
 
Can
 we
 minimize?
 
Can
 we
 go
 around?
 

“If
 we

 do
 not
 effec5vely
 manage
 and/or
 silence
 
a
 client
 compe5tor…then
 we
 will
 surely
 lose.”
 

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending



BRIDGES

 
 
 
 Bridges
 turn
 org
 charts
 into

 Player
 Maps
 

Types
 of
 Bridges
 
  Professional
 
  Personal
 
  External
 
  Internal
 
Building
 Bridges
 
  Right
 Player
 
  Right
 Value
 
  Right
 Time
 
  Right
 Dialogue

 
“If
 you
 can’t
 ‘stand’
 on
 your
 rela5onship
 
 
with
 a
 Player…then
 it
 isn’t
 a
 Bridge.”
 

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending



Which Players should we
work with and what do they
want professionally &
personally?

What value package do the
key Players want to see to

secure their endorsement?

Which strategy will decisively
differentiate us & help us to
defeat our top competitors?

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending


QUESTIONS
q  Politics
q  Players
q  Champions
q  Competitors
q  Bridges
q  Plan 3D
q  Contact
§ 
§ 


414.921.2550

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending


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