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Deals stall when the wrong people are in the conversation. A Decision Maker Mapping Playbook reads behavior signals, authority indicators, and historical decision patterns to surface the decision makers, influencers, and blockers per deal and identify the stakeholder gaps the rep needs to close.
The Challenge
Reps map stakeholders based on contact activity: who attended meetings, who replied to email. Activity is necessary but not sufficient. The actual decision maker may be silent in the early sales conversation while the engaged contact is a technical evaluator with no signing authority.
Internal blockers (procurement leadership, IT security, compliance) often surface only when the deal hits their gate. By then the deal has months of momentum and the blocker meets the rep cold. Earlier identification gives the rep time to pre-warm the relationship.
Job titles in CRM, prior deal involvement in opportunity history, internal communication patterns, public LinkedIn signals — these all carry authority data but rarely get joined into a structured stakeholder view per deal.
How eyko Solves It
A Decision Maker Mapping Playbook reads contact metadata (title, seniority, function), behavior signals (meeting attendance, content engagement, communication patterns), prior deal involvement (vendor selection history), and historical decision patterns at similar accounts to map the decision makers, influencers, and blockers per deal. It surfaces stakeholder gaps the rep needs to close and ranks them by deal-stage urgency.
The Playbook mapped stakeholders across 240 active enterprise deals. 84 deals show material stakeholder gaps: 38 lack identified decision-maker coverage despite advanced deal stage, 26 lack identified blocker coverage where the typical similar-deal pattern includes a procurement gate, 20 have incomplete influence-network coverage. Closing the stakeholder gaps on the 84 deals projects a 22-point lift in close rate on the affected cohort.
| Metric | Current | Benchmark | Status |
|---|---|---|---|
| Primary indicator | Flagged | Target | Action needed |
| Secondary indicator | Monitoring | Within range | On track |
| Trend direction | Declining | Stable | Review required |
Decision Maker Mapping maps decision makers, influencers, and blockers per active deal using contact metadata, behavior signals, prior deal involvement, and historical decision patterns at similar accounts. The Playbook surfaces stakeholder gaps the rep needs to close, ranks them by deal-stage urgency, and recommends specific outreach motions so reps cover the full decision network rather than only the active responders.
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FAQ
Everything you need to know about Stakeholder Gap Map.
Decision Maker Mapping is an AI-driven analysis that maps decision makers, influencers, and blockers per active deal using contact metadata, behavior signals, prior deal involvement, and historical decision patterns at similar accounts. The Playbook surfaces stakeholder gaps the rep needs to close, ranks them by deal-stage urgency, and recommends specific outreach motions.
The Playbook reads from your CRM (contact records, deal history, account hierarchy), sales engagement platform (email patterns, content engagement), calendar system (meeting attendance), historical opportunity data (vendor selection involvement across past deals), and public LinkedIn signals where available. At least 18 months of paired stakeholder-and-outcome data anchors the mapping.
CRM stakeholder lists capture who has been contacted. Decision Maker Mapping scores who is actually likely to drive the decision, who is likely to influence laterally, and who is likely to block. The two are complementary, but the behavioral mapping is what surfaces the gaps that contact-based lists treat as full coverage.
Yes. For each gap the Playbook recommends a specific motion: rep briefing on decision-maker-gap deals with a target candidate, procurement pre-warming on blocker-gap deals, and lateral influencer outreach on influence-network gaps. Each recommendation projects close-rate lift on the affected deals so revenue leadership prioritizes the highest-leverage gap-closing moves.
Join the enterprises replacing weeks of manual analysis with a single prompt. See what eyko Playbooks can do with your data.
