Comments on: Selling Through the Customer’s Organization (Chart) http://davesteinsblog.esresearch.com/2008/07/22/selling-through-the-org-chart/ Dave Stein's Blog for Sales Leaders Thu, 29 Jul 2010 13:54:21 -0500 http://wordpress.org/?v=2.9.1 hourly 1 By: Dave Stein http://davesteinsblog.esresearch.com/2008/07/22/selling-through-the-org-chart/comment-page-1/#comment-910 Dave Stein Thu, 19 Nov 2009 00:03:51 +0000 http://davesteinsblog.wordpress.com/?p=243#comment-910 It's not rude to ask, Michael. I'll write a post about this subject in the near future. Stay tuned. It’s not rude to ask, Michael. I’ll write a post about this subject in the near future. Stay tuned.

]]> By: Michael Jeffrey http://davesteinsblog.esresearch.com/2008/07/22/selling-through-the-org-chart/comment-page-1/#comment-904 Michael Jeffrey Wed, 18 Nov 2009 05:40:15 +0000 http://davesteinsblog.wordpress.com/?p=243#comment-904 Hey, great idea! BUT, in practice, how do you get them? Isn't it rude to ask? I feel like the org chart is seen as an internal document, something not to be handed out to sales people... I would've thought the company would feel that the sales person might just go crazy harassing everyone... I'm not saying this because I disagree with you, I'm saying this because I'd like to know what to ask and who... I want that org chart !! How do I get it? And, if I have to build my own, will I be forever pestering my customer of the "who's who" of interrogation tactics, possibly ruining my chances of getting in there next time? Am I over thinking the whole thing... help........ Hey, great idea! BUT, in practice, how do you get them? Isn’t it rude to ask? I feel like the org chart is seen as an internal document, something not to be handed out to sales people… I would’ve thought the company would feel that the sales person might just go crazy harassing everyone…

I’m not saying this because I disagree with you, I’m saying this because I’d like to know what to ask and who… I want that org chart !! How do I get it?

And, if I have to build my own, will I be forever pestering my customer of the “who’s who” of interrogation tactics, possibly ruining my chances of getting in there next time? Am I over thinking the whole thing… help……..

]]> By: Brad Trnavsky - Sales Management 2.0 http://davesteinsblog.esresearch.com/2008/07/22/selling-through-the-org-chart/comment-page-1/#comment-117 Brad Trnavsky - Sales Management 2.0 Thu, 31 Jul 2008 15:20:53 +0000 http://davesteinsblog.wordpress.com/?p=243#comment-117 Great post... I have never used the Forbes Corporate Org Chart Wiki. That tool alone landed you a spot in my feed reader! Thanks for sharing! -Brad Great post… I have never used the Forbes Corporate Org Chart Wiki. That tool alone landed you a spot in my feed reader!

Thanks for sharing!

-Brad

]]> By: The Pipeline » Blog Archive » Great read on Org charts http://davesteinsblog.esresearch.com/2008/07/22/selling-through-the-org-chart/comment-page-1/#comment-116 The Pipeline » Blog Archive » Great read on Org charts Thu, 24 Jul 2008 12:17:28 +0000 http://davesteinsblog.wordpress.com/?p=243#comment-116 [...] A couple of days ago on Dave Stein’s Commentary on Sales Leadership talked about Selling Through the Customer’s Organization (Chart).  [...] [...] A couple of days ago on Dave Stein’s Commentary on Sales Leadership talked about Selling Through the Customer’s Organization (Chart).  [...]

]]> By: Greg Sebire http://davesteinsblog.esresearch.com/2008/07/22/selling-through-the-org-chart/comment-page-1/#comment-115 Greg Sebire Thu, 24 Jul 2008 08:30:28 +0000 http://davesteinsblog.wordpress.com/?p=243#comment-115 I have run more than 200 Opportunity and Account Management programs throughout the World across most industries. A common prerequisite for participants is for them to bring along a key client's org chart. The vast majority of Account Managers were unable to obtain one -a strong indicator of the poor level of relationships they claimed to enjoy with their major customers! Being able to articulate the structure and relationships between key executives was something I looked for in my previous life when hiring prospective salespeople. If you can't get one from your HR contacts your internal network should be able to assist in building one. I have run more than 200 Opportunity and Account Management programs throughout the World across most industries. A common prerequisite for participants is for them to bring along a key client’s org chart.
The vast majority of Account Managers were unable to obtain one -a strong indicator of the poor level of relationships they claimed to enjoy with their major customers!
Being able to articulate the structure and relationships between key executives was something I looked for in my previous life when hiring prospective salespeople.
If you can’t get one from your HR contacts your internal network should be able to assist in building one.

]]> By: Karen Crnkovich http://davesteinsblog.esresearch.com/2008/07/22/selling-through-the-org-chart/comment-page-1/#comment-114 Karen Crnkovich Wed, 23 Jul 2008 20:07:17 +0000 http://davesteinsblog.wordpress.com/?p=243#comment-114 This is such an under-used tool. Thank you for writing about it! When I was a sales rep, I once used an org. chart to penetrate and build an account that is, to this day, the biggest account at that location and a Top 10 account for the parent company. Org. Charts rule! This is such an under-used tool. Thank you for writing about it!

When I was a sales rep, I once used an org. chart to penetrate and build an account that is, to this day, the biggest account at that location and a Top 10 account for the parent company.

Org. Charts rule!

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