The Influencer Map is a template designed to map out the decision group for an opportunity. Most enterprise deals are made by groups of people. By rating each team member of the decision group on their level of influence, your relationship with the individual, and the level of support for the project, you can quick determine who the key players are on the decision team and if you are placing the right focus on the right decision makers. Too often we tend to gravitate to those who we might have the strongest relationship with, and not the one(s) that can help us win the deal. This process shines a spot on who the Key Influencer is on a deal and where our focus should be.

A Mutual Action Plan is a document that is created between you and the Key Influencer that outlines the activities required by both parties to reach a signed contract. This document outlines when a deal will get done and how. This will be a line-itemed outline of your company’s internal processes with timing, as well as the Key Influencer’s company processes and timing. It should have a target go-live date that functions as the end date for what is basically a reverse timeline for the project. Buy-in by both parties will limit opportunities from pushing and create a sense of urgency.