Module 2: Stakeholder Management & Group Dynamics

Teacher
Søren Lundsgaard Jensen
Category:
English, Stakeholder Management & Insights Selling

In this course you will learn what are the challenges about several stakeholders in the decision, with a focus on diversity and dysfunction in the group. What are the typical 7 stakeholder profiles and the grouping in A) Talkers and B) Mobilizers. How do you find your Key Stakeholder among the Mobilizer group, the key person or persons that can help you move the buying process forward. What are the Dynamics of Customer Loyalty, when we look at A) The decision maker and B) The stakeholder group.

SECTION 1: Research & Trends on Stakeholder Groups

1
Practical
2
Welcome
3
Learning goals
4
Increasing number of stakeholders
5
Different goals & different priorities
6
Decisions and stakeholders (2 right and 2 wrong)
1 question
7
Influence of a group’s diversity on the group’s dysfunction
8
Identify key stakeholders to win
9
One right and one wrong
1 question
10
Climbing the ”Me” to ”We” mountain
11
The buying proces in Groups
12
At your first contact it is crucial that you meet the whole group quickly? (true or false)
1 question
13
How do top performers win the consensus-seeking sales?
14
2 True and 2 False?
1 question
15
Thank you!

SECTION 2: Tailoring your communication to the stakeholder group

1
Tailoring you communication to the stakeholder group
2
The Dynamics of Customer Loyalty
3
Teaching for Differentiation
4
Radar Example
5
1/6 – Purpose of using the Stakeholder
6
2/6 – Case: Stakeholder
7
3/6 – What happens?
8
4/6 – Your overall insights about SystemTech on weak areas
9
5/6 – SystemTech’s Biggest GAPs between today and potential
10
6/6 – Reflections from involved stakeholders
11
Loyalty Drivers for Decision Makers
12
Decision maker loyalty drivers. Pick 2 correct answers.
1 question
13
Loyalty Drivers in the Stakeholder Group
14
Top Drivers of Stakeholder Loyalty
15
Loyalty Drivers – Summary
16
Stakeholder loyalty drivers. Pick 2 correct answers.
1 question
17
Video – Tailoring your Message
18
Thank you!

SECTION 3: Identifying and helping your mobilizer

1
Top performers works focused on creating consensus
2
Why your Mobilizer is crucial
3
Mobilizers want to challenge status quo
4
What characteristics do mobilizers have? (Pick 2 correct answers)
1 question
5
”The New High-Performance Playbook”
6
Focus on the Mobilizer
7
Select your Mobilizer
8
Decision makers and stakeholders (2 right and 2 wrong)
1 question
9
Dynamics between sales profile and stakeholder profile
10
One right and one wrong
1 question
11
Video – How to find your Mobilizer
12
True or false
1 question
13
Collective learning
14
Using the Radar to facilitate consensus-building
15
Roadmap to ID your Mobilizer(s)
16
Four things to look for in a stakeholder
17
Finding your Mobilizers? (Pick 2 correct answers)
1 question
18
WELL DONE!

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Enrolled: 1 student
Duration: 45 min
Lectures: 40

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