Map Deal Stakeholders
About this course
Map Deal Stakeholders is an intermediate-to-advanced short course within the B2B Sales Negotiation: Leveraging AI Professional Certificate. It is designed for sales professionals with prior experience in B2B or enterprise sales who want to improve how they navigate multi-stakeholder buying environments. Learners should already be familiar with basic sales cycles, deal stages, and pipeline reviews. The course focuses on identifying the three core roles in complex deals economic buyer, technical buyer, and user champion and translating those roles into a practical influence–interest map. Rather than listing contacts, you will learn to justify who holds authority, who carries risk concerns, and where deals are most vulnerable. By the end, you will be able to analyze stakeholder systems more realistically and design smarter engagement and negotiation strategies.
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What you'll learn
- identify economic buyers, technical buyers, and user champions
- create an influence-interest map
- analyze stakeholder systems
- develop smarter engagement strategies
Course objectives
- improve navigation in multi-stakeholder buying environments
- enhance negotiation strategies based on stakeholder analysis
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