Loom VP, Revenue • 7mo
I encourage my team to use a “power-map” grid, where one axis represents influence and the other represents level of advocacy. I tell my team to map out the organization and place those contacts/roles across your map. Your team has to be crystal clear on who’s who in the deal. There’s a big difference between a champion and an influencer, or an economic buyer and a technical reviewer. And just because someone’s supportive doesn’t mean they’ve ever actually gotten a deal across the finish line. A ...Read More
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