Don't just map the formal org chart. Focus on the 'political invisible spiderweb'—the personal relationships, friendships, and informal power dynamics that truly drive decisions. This reveals who the real influencers are, regardless of their title.
Don't ask your champion to draw their org chart from scratch. Instead, present your best-guess version. People's natural instinct to correct errors makes it easier for them to fill in the gaps and reveal the true structure, reducing their cognitive load.
To map the shadow org chart, avoid direct questions about power. Instead, ask simple, disarming questions about relationships, like 'Do they get along?' or 'Who does he bounce ideas off of?'. These seemingly basic queries reveal crucial political insights and influence paths.
You lack the internal political context to effectively neutralize a blocker. Instead of devising a plan in a vacuum, ask your champion for their advice. Phrasing it as, 'How do you bring [the blocker] along?' leverages their insider knowledge for a better strategy.
Senior stakeholders rarely meet with sales reps but will meet with a peer. Frame your access request as 'matchmaking' your leaders with theirs (e.g., CEO to CEO, Head of AI to Head of AI). This strategy leverages ego and builds higher-level trust, bypassing sales title bias.
When connecting executives, don't just align their roles. Ask your champion about the prospect's personality—are they bubbly, analytical, or direct? Then, select an executive from your team with a complementary personality to ensure they 'vibe' and build a stronger connection.
Use requests for introductions as a champion test. A real champion will strategize with you on how to access key players. If they consistently hesitate or refuse introductions, it signals a lack of buy-in or influence, telling you that you're aligned with the wrong person.
To ensure your executives follow through on prospect outreach, remove all friction. Provide a complete package: the ghostwritten email, recipient's address, their EA's contact for CC, and a subject line. The goal is to make it a simple 'copy, paste, send' action for them or their assistant.
Don't trust information from a single source. Ask different contacts the same crucial question, like 'How does funding get unlocked?' If their answers differ, you've uncovered a misalignment. This 'wire the building' technique helps you identify the true decision process.