Influential Stakeholder Engagement

Workshop Purpose: 

Most sales reps treat stakeholder engagement as a contact sport — more outreach, more meetings, more noise. But volume doesn’t equal velocity. The result? Deals stall in committee, gatekeepers guard their ground, and real decision-makers never hear the story that matters.

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Selling Professionals think differently. They recognize that influence is a strategy — not a style. This workshop reveals how to identify the true sources of power within complex organizations: who authorizes, who advises, who obstructs, and who amplifies.

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Through the Trust Multiplier framework, Selling Professionals learn to lead up and across, leveraging their access to gain altitude — using credibility, narrative, and consistency to become the voice executives remember when decisions are made.

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Participants learn how to:

• Decode organizational power networks and identify decision dynamics early.

• Engage gatekeepers with respect and purpose to convert them from blockers into bridges.

• Lead up with influence, using narrative and credibility to elevate access to authority.

• Neutralize antagonists through evidence-based persuasion, while activating protagonists to advocate.

• Develop presence and memorability that align the client’s internal voices around your solution story.

 

This workshop transforms stakeholder management from a passive exercise into a
proactive architecture of influence.

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Performance Rituals: 

Selling Professionals emerge from this workshop equipped with repeatable rituals that elevate both influence and integrity across complex stakeholder networks.

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Research from McKinsey, CEB, and Harvard Business Review confirms that the average complex B2B decision involves six or more stakeholders. Failing to influence every key stakeholder — beyond your assigned point of contact — exposes even well-positioned solutions to competing agendas, outspoken antagonists, and hidden success criteria that never appear in the RFP.

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Once the decision moves behind the curtain, it’s these unaddressed forces — not product merit — that determine the outcome.

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Guided by GenerativeSelling™ methodologies, Selling Professionals master:

• Influence Mapping Rituals: Daily 15-minute scans to identify Mobilizers, Blockers, and Enablers — and adjust messaging to each persona’s motivation.

• Trust-Building Rituals: Intentional follow-ups that reinforce alignment, empathy, and mutual accountability.

• Leadership Rituals: Structured “leading-up” sessions that connect Selling Professionals with internal executives to synchronize strategy and remove obstacles.

• Change Rituals: Stakeholder risk-scoring reviews that anticipate objections, quantify resistance (green/yellow/red), and enable timely reframes that shift mindsets, not just messaging.

• Doctrine Rituals: Team-level alignment sessions that reinforce shared values, service standards, and mission accountability.

 

These Performance Rituals transform Selling Professionals into trusted change agents —
leaders who bridge customer intent with organizational capability and advance every conversation toward mutual confidence and progress.

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Workshop Summary: Selling Professionals don’t chase stakeholders — they calibrate influence. They build trust that moves upward, credibility that travels sideways, and insight that pulls authority downward. They understand that every interaction is a signal of confidence — and every conversation a chance to align power and purpose.

 

When trust becomes traction and presence becomes persuasion, influence stops being optional — it becomes inevitable.