#complex-deals

Navigate complex enterprise deals with stakeholder maps. Identify roles: Economic Buyer (budget owner), Champion (internal advocate), Technical Buyer (evaluates solution), End Users (day-to-day users), Influencers (sway opinion), Blocker (resistant to change). For each stakeholder: document name, title, priorities, concerns, relationship status (cold/warm/hot). Map influence level (high/medium/low) and support level (advocate/neutral/blocker). Strategy: 1. Engage champion first. 2. Multi-thread (meet multiple stakeholders). 3. Address blockers' concerns directly. 4. Provide tailored materials for each role. Update map after every interaction. Share with sales team. Critical for deals over $50k.