Tag: Power Mapping

Why You’re Losing Deals Without Power Mapping

Posted on | by Sienna

Any experienced salesperson will agree that losing a deal stings. You put in the work, made the calls, nailed the pitch… and still, the deal slipped through your fingers. Sound familiar? If you’re tired of hearing “we went with someone else”, then it’s time to ask yourself one critical question: Are you using power mapping? If not, you’re leaving money on the table.

Power map example

The Harsh Truth: Sales Isn’t Just About Selling

You might think your killer presentation is enough to win deals, but here’s the truth—sales is more about strategy than just persuasion. And that strategy starts with understanding exactly who holds the power in a deal.

Power mapping is the secret weapon that top salespeople use to identify decision-makers, influencers, blockers, and champions within a business. Without it, you’re blindly pitching to the wrong people, hoping your message trickles up the chain of command. Spoiler alert: It rarely does.

Why You’re Losing Deals Without Power Mapping

You’re Talking to the Wrong People
Just because someone is friendly and willing to chat doesn’t mean they have buying power. Without a power map, you risk spending time with gatekeepers instead of decision-makers.

You Don’t Know Who’s Influencing the Deal
Even if you’re speaking with a decision-maker, there’s often a hidden influencer behind the scenes—someone who whispers in their ear and sways their choices. If you don’t identify these players early, they could derail your deal before you even see it coming.

You’re Missing Internal Politics
Every business has power dynamics. Some departments have more pull than others. Some people secretly oppose the change your solution brings. Power mapping helps you navigate these unspoken rules and avoid unexpected objections.

Your Pitch Lacks Targeted Messaging
Without power mapping, you’re using a one-size-fits-all approach, instead of tailoring your message to what matters most to each stakeholder. Decision-makers care about ROI. Influencers care about ease of implementation. Tailoring your approach based on your power map can make or break your deal.

3 steps

How to Fix It – Power Mapping in 3 Simple Steps

Identify Key Players

Map out everyone involved in the decision-making process. Who has the final say? Who influences the deal? Who might block it? Understanding the power structure is the first step.

Understand Their Motives

Decision-makers, influencers, and blockers all have different concerns. Some worry about budgets, others about efficiency, and some just don’t like change. Align your pitch with their priorities.

Strategically Engage the Right People

Don’t just rely on one contact. Build relationships at multiple levels within the organisation. Find a champion who will advocate for you internally. The more allies you have, the harder it is for your competition to take the deal from you.

Gold trophy

Stop Guessing, Start Winning

Power mapping isn’t a luxury—it’s a necessity. If you want to stop losing deals to competitors and start closing more high-value clients, it’s time to implement this strategy.

Not sure where to start? The KONA Group has helped countless sales teams master power mapping and close more deals with precision. Contact us today to learn how we can help you turn insights into action and prospects into customers.

Call KONA on 1300 611 288 or send an email to info@kona.com.au

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Power map

How to Create a Power Map That Gives You a Competitive Edge

Posted on | by Sienna

If you’ve ever lost a deal and wondered, “Did I even talk to the right person?”—you’re not alone. In sales, getting a “no” from someone who isn’t the real decision-maker is a painful waste of time. That’s where Power Mapping comes in. It’s the secret weapon that we at KONA believe salespeople should use to navigate complex deals, uncover hidden influencers, and close faster.

Power Map example

What is Power Mapping?

Power Mapping is the process of identifying key players within a company, understanding their influence, and strategically engaging with them. It helps salespeople avoid blind spots, ensuring they’re talking to the right people at the right time.

Why Power Mapping is a Game-Changer in Sales

Imagine walking into a sales meeting already knowing who calls the shots, who influences the decision, and who might block your deal. With a well-crafted power map, you can:

✔ Identify decision-makers and influencers early

✔ Build stronger relationships with key stakeholders

✔ Avoid wasted time on the wrong contacts

✔ Anticipate objections before they arise

✔ Close deals faster with targeted strategies

Power map example

Step-by-Step Guide to Creating a Power Map

1. Start with a Target Account

Choose a high-value prospect where multiple decision-makers are involved. Enterprise deals, for example, often have committees, gatekeepers, and hidden influencers.

2. Identify Key Players

Map out everyone involved in the buying process. You’ll typically encounter:

  • Decision-Makers: The people who sign off on the deal.
  • Influencers: Those who may not have final say but can sway the decision.
  • Gatekeepers: Assistants or lower-level managers who control access.
  • End-Users: People who will actually use your product or service.

Use LinkedIn, company websites, and CRM data to gather intelligence.

3. Uncover the Power Dynamics

Not all decision-makers are created equal. Some have final authority, while others just rubber-stamp approvals. Ask yourself:

  • Who has budget control?
  • Who influences the budget owner?
  • Who has veto power?
  • Who is most likely to advocate for your solution?

4. Visualise Your Power Map

You can use tools like a spreadsheet to plot out key players, their roles, and their level of influence.

Colour-code them: 🟢 Allies – Supporters of your solution 🟡 Neutral – Uncommitted but could be swayed 🔴 Opponents – Those resistant to change

5. Develop a Strategic Engagement Plan

Now that you know who’s who, tailor your outreach:

  • Build rapport with influencers before engaging decision-makers.
  • Equip internal champions with the right messaging to sell internally.
  • Address potential blockers’ objections before they escalate.

6. Refine and Update Your Map

A power map isn’t static—it evolves as you gain insights. Update it regularly based on conversations, meetings, and changes within the company.

Power Mapping

The Competitive Edge of Power Mapping

Most salespeople blindly pitch to whoever responds first. The best ones strategically navigate the decision-making maze. By mastering Power Mapping, you’re no longer guessing—you’re strategizing. This approach not only helps you close more deals but also strengthens long-term relationships with key stakeholders.

Ready to Power Map Your Next Big Deal?

If you’re serious about levelling up your sales team, start incorporating Power Mapping into your sales process. It’s the difference between chasing deals and winning them.

Have you used Power Mapping before? Will you try it now? To learn more about how to close more sales deals, click here.

Contact the KONA Group today to discuss our tailored Sales Training Programs and help your Sales Team get ahead of the competition.

Call 1300 611 288 or email info@kona.com.au

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6 Points Of Power Mapping Your Team Needs To Know

Posted on | by Sienna
6 Ways To Boost Your Professional Network.

Referred leads close six times more successfully than non-referred leads.

It makes sense right!

Referred leads come with much greater trust and credibility, as the leads are introduced by someone who already had a positive experience with your business.

The deal becomes much easier to close with the significantly reduced barriers to conversion..

However, you need to find your influencers — your loyal advocates who will influence purchasing decisions. This is where Power Mapping comes into play.

What is a Power Map?

A power map is your strategic guide to understanding the key people influencing a B2B buying decision.

Power Mapping is a visual tool that maps out who’s who in decision-making—you identify critical roles like decision-makers, influencers, and potential blockers—you use it to discover how they connect and influence one another. This information strengthens your win-rate by multiples.

A power map clarifies each stakeholder’s authority, level of interest, and stance towards your solution. By understanding this terrain to navigate, you can:

  • Target your approach: Engage the right people with the right message.
  • Build alliances: Identify and nurture potential champions.
  • Navigate obstacles: Anticipate and overcome resistance effectively.

Core Power Mapping Questions

  • Who do you want to meet with?
  • What do you want to know about them?
  • To what extent can their behaviour influence the buying decision?
  • Does your team know how to draw up their own bespoke Power Map?
  • Do you have the right Power Mapping Coach guiding your team?
  • Does your team know how to use their pipeline contacts to improve relationships?
  • Where are your referrals coming from?
  • And crucially: does your team know how to effectively build long-term customer relationships?

Power Mapping Basics:

6 Points of Power Mapping your Team Needs to Know

Below we describe what is a power map in more detail.

  1. Identify who you need to influence. Who is the key decision-maker?
    • Find the REAL decision-makers. We’ve been there – talking for months to who you think is the decision-maker, but find out it’s someone else with the power to make decisions.
  2. Next, figure out who has influence over them. For example – senior leaders, colleagues, family, former co-workers. Then create a map showing the connections. (Figure 1)
    • Their trusted inner circle has outsized influence. Discover and track who their influencers are. Who gets CC’d. Who is having conversations with who between and after meetings.
  3. Colour code all individuals based on their relationship with you. That is:
    • Yellow for a close connection
    • Blue for a loose connection
    • Red for no connection
      • Think of power map colour coding as your relationship temperature check – it’s not just about who you know, but how well you know them. Getting this right helps you predict deal outcomes with remarkable accuracy.
  4. Highlight any “Power Points” — The power players who connect to many other influencers or have significant influence over the decision-maker.
    • Every organisation has people who seem to know everyone and influence everything. Finding them can cut your sales cycle almost in half.
    • Watch who gets consulted on big decisions
    • Notice whose opinion others always seem to quote
    • Track who’s leading the key projects
    • Pay attention to who can get meetings scheduled quickly
  5. Chart out the Power Pegs on a grid, based on high-low levels of helpfulness and influence. (Figure 2)
    • Map out where each contact sits on influence vs. support
    • Keep updating as relationships evolve
    • Plan your moves based on where people end up
  6. Target those who are most influential and likely to support you.
    • Create action steps to engage at multiple levels and leverage their relationships to gain access and influence.
    • Create personalized plans for these key players
    • Share insights and provide value that actually matters to them
 Power Mapping Grid with Power Pins

Create a Powerful Sales Engine

Connect influencers with the referred leads they bring, and you’ll create a powerful sales engine that:

  • Drives growth
  • Increases customer loyalty
  • Expands your network

To book your Team’s tailored Power Mapping KONA workshop – click here. Also to learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) read more here.

Gather the team and we will take care of the rest – learning and laughs included.

Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.

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