Dos and Donts

Dont go to senior team members

without paying dues to the
gatekeeper
Dont use covert influencing at the
wrong time
Do more listening and awareness
campaigning
Do learn about social networks and
apply that knowledge

Recommendations
Listen and learn Understand networks
and gatekeepers while navigating
through the leadership team
Seek leadership buy-in (at the right
time) You need a sponsor but it is
easy to overstep your boundaries
Dont sell too hard Soft selling is often
the best internal approach, consider
more awareness type activities

ADDITIONAL SLIDES Just

Suggestions
The slides that follow include a couple
pictures I took of the influence map and
technology lifecycle adoption curve
that were drawn on the whiteboard.
Dont have to be used, but since we
had them can us them as washed out
backgrounds or inlayed
Either picture fits with either slide, so
they can be swapped if needed

Influence Map

Technology Adoption
Lifecycle

&
Do more listening and awareness campaigning
Do learn social networks and apply that knowledge

Dont go to
senior team
members
without paying
dues to the
gatekeeper
Dont use
covert
influencing at

Recommendations
Listen and learn
Understand networks and gatekeepers while navigating
through the leadership team

Seek leadership buy-in (at the right time)

You need a sponsor but it is easy to overstep your
boundaries

Dont sell too hard

Soft selling is often the best internal approach, consider
more awareness type activities

Recommendation
s

Listen & learn

Understand
networks
gatekeepers

Take-Aways
Roll-out strategy
Relationships matter
Importance of influencers
Power of champions

Good selling
Selling model
Objection handling
Goal of advocacy

Learn before acting

Acknowledge
Action

Clarify

Take

Awareness Evaluation Trial Adoption

Advocacy