Sales

Buying Committee Map

Map everyone who influences a B2B purchase, their role and stance, and see which relationships are missing.

Time: 15 to 30 min, update after each meeting
With: Account executives, sales engineers
You get: A map of the buying group with gaps and actions

How to use this worksheet

List every person who can influence or block the purchase, including users and procurement.
Choose each person's role and how much influence they have.
Rate their stance towards your solution today, honestly.
Read the warnings: missing economic buyer, no champion, skeptics without a plan. Write the next step for each person.

Deal or account

People in the decision

One row per person. Update after every meeting.

Prompts

Ask yourself

Who signs? Who can say no? Who feels the pain every day?
Whom have you never met but who will be asked for an opinion?

Notes and assumptions

Write down where the numbers come from and what would change them.

Prompts and example

Example

Dana prefers short written summaries. Mark worries about integration effort.

Coverage check

Before you finish

The economic buyer is a person you have spoken to.
You have at least one advocate who is not paid by you.
Every skeptic has a planned conversation.

Why multi-threading matters

Complex B2B purchases involve several people, and the number has grown over the years. A deal that depends on one contact is exposed when that person changes job, loses a vote or goes on holiday.

The map is a working document. Stances change, and the person you never mapped is often the one who decides.

People in the decision

Notes and assumptions

Coverage check

Why multi-threading matters

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