Tag: Power Mapping Sales

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

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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