Map the Enterprise Decision Network

The org chart shows titles. The real network shows power.

Every enterprise deal involves more than the org chart shows. Titles tell you who reports to whom, but they don’t reveal:

When you don’t map these dynamics, surprises appear late: new stakeholders, hidden objections, unexplained delays.

Beyond org charts. Into influence networks.

Traditional sales maps stop at titles and reporting lines.

But enterprises don’t make decisions in straight lines — they make them through networks of influence.

ESO approaches mapping by decoding the hidden dynamics inside the organization:

Identify formal and informal power — not just who signs, but who shapes
Spot hidden influencers whose voices carry weight without authority
Anticipate silent blockers who won’t show up on any org chart
Track decision flows — how ideas travel before they become action
Layer behavioral insights to see not just who matters, but how they move decisions

With ESO, mapping the enterprise is less about who reports to whom — and more about who moves the room.

Last-minute surprises → New decision-makers surface only when approvals are near.
Invisible resistance → Stakeholders agree in meetings but block progress behind the scenes.
Vanishing momentum → Projects stall as champions struggle to carry influence forward.
Conflicting narratives → Different departments describe the deal’s value in contradictory terms.

If these patterns sound familiar, it’s a sign you’re selling to the chart, not the network.

See the real network, not just the chart.

Mapping the enterprise is more than plotting titles.

It’s about decoding how influence, trust, and resistance actually move inside the organization.

You’ll learn how to:

Differentiate authority from influence — who signs vs. who shapes
Spot hidden influencers whose voices matter more than their titles
Identify silent blockers before they surface in group decisions
Trace how narratives flow across departments and functions
Overlay behavioral insights to predict how stakeholders will align or resist

Because you don’t win enterprise deals by knowing the hierarchy.

You win by mapping the invisible network that drives decisions.

Are you mapping hierarchy or influence?

Most sellers stop at the org chart. But real decisions happen in the spaces between.

Ask yourself:

Do you know who actually shapes the conversation beyond titles?
Have you identified hidden influencers whose weight isn’t on paper?
Can you name the silent blockers before they surface at the last moment?
Do you understand how narratives travel across departments?
Have you layered behavioral signals, or are you only tracking reporting lines?

If the answer is no, your map is incomplete. And an incomplete map means you’re walking blind in the deal.

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.