Sales training and coaching · Qualifying conversations
Draw the people around the signature before the quotation goes out.
A decision maker and champion map is a one-page drawing for a single deal, listing who decides, who influences, who inside the buyer's company supports you and what approvals sit between a yes and an order. This page shows the map, the questions that fill it and the family cases.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A decision maker and champion map is a one-page drawing for a single deal, listing who decides, who influences, who inside the buyer's company supports you and what approvals sit between a yes and an order. This page shows the map, the questions that fill it and the family cases.
A rep at a Kochi dental equipment dealer spends three visits with a young dentist who loves the new chair. The dentist cannot sign. The clinic belongs to the dentist's father, who started practice thirty years ago and buys from the same supplier as ever. The order goes elsewhere and the rep never met the father.
A map puts every person who touches the deal on one page: who signs, who recommends, who can block, who uses the product, and the one person inside the buyer's company who wants you to win, called the champion. Beside each name sits what they care about and whether you have met them.
The salesperson draws it for each live deal and the sales manager reads it in the weekly review. It replaces the contact field in your CRM, which holds one name and one phone number. It sits after the qualifying ladder: the ladder asks how the buyer buys, and the map names the people who do it.
In family businesses and trusts the person with the authority is not always the person at the meeting, and a good map says so.
Where this sits
Topic 3 of 8 in sales training and coaching: qualifying conversations. Practising discovery and qualification without interrogating.
- The topic before
- Prospecting and meeting-booking practice
- The topic after
- Objections and closing practice
If you want this done for you
Sell a technical, multi-month decision, not a sale that closes in one call.
The work
What this is actually like.
“The champion needs something to do”
Having a friendly contact is not the same as having a champion. A champion is someone who will take your case to a person you cannot reach. Give them a one-page summary and a reason it is good for their own standing, then watch what they do with it.
“Family authority is real and unwritten”
In a family-run shop the sleeping partner, the father or an uncle may approve every large purchase without being present. Ask: who in the family will want to see this? Ask it as respect, because it is. Their silence at the meeting is not agreement.
“Trusted advisers carry more weight than titles”
A chartered accountant, a long-serving supplier or an architect may shape the decision without a formal role. Note them on the map. Ask the buyer who they consult before spending money on something like this.
“Blockers are on the map as well”
The person whose job changes if the buyer picks you may quietly slow it down: the accounts clerk who will have a new system to learn, or the old vendor's friend. Write down who loses, and plan how to meet them.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The one-page map
A table with columns for name, role in the deal (decides, recommends, uses, blocks, advises), what they care about, what they have said to you, whether you have met them, and the next contact. One row per person, five to eight rows.
Result: Finished when a colleague reading the page can say who must say yes and who you have not yet met.
The approval path
A numbered list of the steps between a verbal yes and an order: committee, finance, legal, vendor registration, payment terms. For each step the owner, and the date it sits in their calendar if known.
Result: Finished when each step has an owner's name and you know which one takes longest.
The champion brief
One page given to the champion: the problem in their words, what you propose, the two questions they will be asked and the answers. Written to be forwarded as it is.
Result: Finished when the champion has forwarded it to someone you could not reach.
The meeting plan for the unmet
A short list of the people on the map you have not met, with a route to each: ask the champion for an introduction, offer a site visit, send a note through the adviser.
Result: Finished when every unmet decider has a named route and a date to try it.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
What if the buyer will not tell me who else decides?
Does this apply to a small shop where one person buys?
How often should the map change?
Should the map go into the CRM?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of qualifying conversations
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.