Chapter 9

Find the Influencers

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The Sales Expansion Loop: Social Capital—Influence

INFLUENCE: PERCEPTION AND REALITY

On the left side of Figure 9.1, we see three vice presidents who all carry the same business card, can probably sign off the same level of expenses, and by all appearances have the same authority. The Perception of Job Title paints them as peers who share an equal reporting line up to their CEO.

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Figure 9.1: An Example of Formal Rank Versus Informal Influence

When the Reality of Influence is considered, however, you learn that ...

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