Build Stakeholder Frameworks
Equip yourself with tailored strategies for every decision-maker.
Why This Step Matters
Different stakeholders = different frameworks of value.
In enterprise deals, each stakeholder runs decisions through their own lens:
The CIO frames it as resilience.
The CFO frames it as ROI.
Risk officers frame it as assurance.
If you rely on one story, you lose momentum.
Frameworks matter because they translate a single solution into multiple logics of value, allowing every stakeholder to see themselves in the outcome.
How ESO Approaches It
ESO doesn’t assume one narrative works for everyone.
It recognizes that every stakeholder filters decisions through their own priorities, fears, and incentives.
Instead of generic value propositions, ESO builds stakeholder-specific frameworks that:
Translate the same solution into multiple logics of value
Anchor each stakeholder to business outcomes that matter to them
Equip champions with narratives they can repeat internally
Expose where perspectives clash — and align them before it stalls the deal
Frameworks don’t just answer objections.
They reshape perception so every stakeholder sees your solution as the natural path forward.
Indicators to Watch For
You’re getting yeses, but no movement.
Everyone agrees in meetings — but nothing moves afterward
Your champion keeps saying, “Let me circle back” — again and again
Conversations drift back to features instead of outcomes
Each stakeholder raises a different objection every time
you sense a blocker, but can’t name them
Supporters shift tone in group settings
Decisions drag because nobody sees the same urgency
These aren’t just delays. They’re signals that each stakeholder is operating from a different framework of value, and you haven’t translated your solution into theirs.
What You’ll Learn to Do
Translate one solution into many frameworks of value.
In this stage, you move from pitching a single message to orchestrating multiple perspectives.
You’ll learn how to:
Build stakeholder-specific frameworks that align with each role’s priorities
Anchor conversations to outcomes, not just features
Equip champions with repeatable narratives they can use internally
Detect value gaps early, before they become silent resistance
Reconcile conflicting priorities into a shared path forward
Because the deal doesn’t advance when you convince one person.
It advances when every perspective has its logic for saying yes.
Evaluate Your Deal Environment
Are your frameworks aligned — or fragmented?
Before deals stall, misalignment shows up in subtle ways.
These questions help you evaluate if your stakeholders are truly seeing the same outcome:
Are different stakeholders working from different definitions of value?
Does your message resonate with one role but fall flat with others?
Do priorities keep shifting depending on who’s in the room?
Is your champion repeating your pitch or tailoring it in their own words?
Is progress slow because no one sees the same urgency?
If the answer to any of these is yes, you’re not facing resistance — you’re facing fragmentation.
And fragmentation is what kills momentum in enterprise deals.
Explore the next step
Learn the Full Methodology
Discover the complete ESO framework in the book — practical strategies, real-world insights, and tools to win complex enterprise deals.
Apply ESO directly to your accounts
Work with us to decode your decision networks, align stakeholders, and accelerate your most important deals with a tailored ESO strategy.
Equip your team to master complex deals
Give your team the tools and frameworks to navigate enterprise complexity, build consensus, and close high-value deals with confidence.