Your Word and Your Reputation

Your Word and Your Reputation

One of my favorite television shows over the past decade is the HBO drama The Wire. In season three, episode 11 there is a scene where a hitman from New York (Brother Mouzone) approaches the Baltimore kingpin Avon Barksdale. The hitman is seeking access to Avon’s partner who tried to have him killed in the previous season. The following dialogue occurs.

Powermapping your Opportunities

Powermapping your Opportunities

“Who is signing the contract?” This is a question that many sales leaders will ask their individual contributors (IC). My experience in Enterprise Sales has shown me different ways to reach the answer to this question. One of the better ways is understanding the power within an organization by powermapping. This technique helps you understand the more crucial question, which is: “do we have a deal here by a certain date?”