Top Insight Rules

In this scenario, ALL of the following criteria are met:

• Power and Influence = 'Yes' and Inside Support = 'Yes' on the Assessment page.
• At least one contact on the Relationship Map with a Political Status of 'Inner Circle'.
• On the Insight Map, some or all owners of Initiatives and Goals are Key Players.
• Insight Map Completeness = 'OK' (i.e. at least one Goal, one Pressure, one Initiative and one Obstacle are confirmed on the Insight Map, and at least 33% of the total of Goals and Initiatives are owned by Key Players from the Relationship Map).

Warning - Decision Maker(s) support you, but most other key players do not

Rule: You do not have the support of the majority of Key Players on the Relationship Map (i.e. the majority of Key Players are not Supporters or Mentors).

Coaching content: "You need to assess where the greatest power and influence lies. Engage your Decision Maker to collaborate with you on a plan to win - get them to actively take a role to gain the support of other Key Players."

Warning - Identify your competition's supporters

Rule: There are no contacts on the Relationship Map who are marked as an Enemy or Non-Supporter.

Coaching content: "You have no non-supporters on your relationship map - you need to identify who is supporting your competition. Remember non-supporters can include people in favor of internal solutions or no action at all. Keep close tabs on potential non-supporters to avoid surprises later in the deal."

In this scenario, BOTH of the following criteria are met:

• At least one key player on the relationship map who is a supporter or a mentor.

• The number of mentors and supporters on the relationship map is less than or equal to the number of non-supporters and enemies.

Urgent Action: No Decision Makers

Rule: There are no Decision Makers identified on the Relationship Map AND the opportunity phase is not 'Early' (i.e. the probability level of the opportunity is 40% or less - as determined by Altify's default Sales Process settings).

Coaching content: "You need to identify your Decision Makers - ask your contacts who can commit the organization to a specific vendor or solution."

Lack of contact with Decision Maker(s)

Rule: There is at least one Decision Maker identified on the Relationship Map AND there is meaningful contact with at least 33% of Key Players AND there is meaningful contact with less than 33% of Decision Makers. (Meaningful contact is when a contact's level of Coverage Coverage is a relationship map attribute that indicates how much you've been in touch with a contact. There are several possible Coverage values: Unknown, No Contact, Brief Contact, Multiple Contacts, and In Depth. is 'Multiple contacts' or 'In-depth').

Coaching content: "You don't have meaningful contact with Decision Makers. Work with your supporters to gain access to Decision Makers to build preference."

Lack of Key Player support

Rule: A majority of Key Players do not support your organization's solution (i.e. not Supporters or Mentors) AND no Decision Makers are Supporters or Mentors.

Coaching content: "Most of your Key Players, including Decision Maker(s) do not support you. If you aren't building preference with the majority of Key Players, your competition and their supporters might be ahead of you. A minority of supportive Key Players may not be enough to win. Realistically assess if this deal is winnable given your current support base before you invest any more time and resources."

Key Players support you - but Decision Maker(s) do not

Rule: A majority of Key Players do support your organization's solution (i.e. not Supporters or Mentors) AND there is one or more Decision Makers, none of whom are Supporters or Mentors.

Coaching content: "You do not have compelling support from your Decision Maker(s), although the majority of the other Key Players do prefer your solution. Leverage the power and influence of your key supporters to motivate the Decision Makers in your favor, or neutralize the impact."

In this scenario, BOTH of the following criteria are met:

• The number of mentors and supporters on the relationship map is less than or equal to the number of non-supporters and enemies.
• There are no supporter or mentors on the relationship map who are key players.

No Key Players

Rule: There are no Key Players identified on the Relationship Map.

Coaching content: "Identify your Key Players – people in the inner circle or political structure with influence over the buying decision. Identify them early to ensure more time to build their support for you."

No preference identified

Rule: None of the following are identified on the Relationship Map: Enemy, Non-Supporter, Supporter and Mentor.

Coaching content: "You need to establish your position in the deal, and identify support levels within the buying team. Focus on proving value to create supporters and identify any non- supporters or enemies. Keep in mind, neutral contacts won't stay neutral for long."

No Decision Makers

Rule: At least one Key Player is identified on the Relationship Map but no Decision Makers are identified.

Coaching content: "Good work on starting to identify key players - now you need to focus on finding your Decision Makers. Ask your contacts who can commit the organization to a specific vendor or solution."

Rule: There are no contacts added to the Relationship Map.

Coaching content: "Who is involved in the buyer’s decision process? Who do you need to work with, what problems do they need to solve, and how will you gain their support?"

Rule: Key Players are identified on the Relationship Map AND there is meaningful contact with less than 33% of them. (Meaningful contact is when a contact's level of Coverage Coverage is a relationship map attribute that indicates how much you've been in touch with a contact. There are several possible Coverage values: Unknown, No Contact, Brief Contact, Multiple Contacts, and In Depth. is 'Multiple contacts' or 'In-depth').

Coaching content: "You are vulnerable with limited Key Player contact. Leverage your supporters to gain access to Key Players so you begin to build preference for your solution."

Rule: More than 15 Key Players are identified on the Relationship Map.

Coaching content: "The number of buyers in the buying team seems unusually high. Are all these people involved in the buying decision? Review the attributes of your key players to ensure you are focusing on the right people."

Rule: A majority of contacts on the Relationship Map are Enemies or Non-Supporters OR some (one or more, not a majority) contacts are Supporters/Mentors and some are Enemies/Non-Supporters.

Coaching content: "You do not have a majority of supporters. Focus on leveraging any existing support to prove value to the broader buying team, converting neutral contacts and neutralizing any competitor's supporters."

Rule: A Key Player is identified as a Mentor on the Relationship Map.

Coaching content: "Nice work! You have a Key Player working on your behalf. Make sure you understand that they win if your solution wins - this will be connected to the Unique Business Value they perceive in your solution."