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Relationship mapping inside a territory is critical to expediting sales. When constructing a relationship map, include the following:

Area Relationship Map (inside the territory)

• Who does business with who?
• Why do they do business with certain people?
• Who are the key voices in your industry?

Prospect Relationship Map (inside the account)

• Who is the decision maker?
• What is the internal dynamic of the organization like?
• Who is an influencer (often different than the decision maker)?

Relationship Map Plans

• If you stop doing business with someone, what impact will it have?
• If you start doing business with someone, what impact will it have?
• Who else is connected to your prospect?

These are some of the pieces to consider when developing your Territory Relationship Map.

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Scott Schlofman
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