Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with.

In stakeholder mapping, you need to:

Define stakeholder goals: what are their biggest priorities? What are their motivations?
Segment stakeholders by relationship status: those friendly to you, and those adverse. You can also segment stakeholders by the amount of influence they hold over the buying group, or how much budget they have.
Visualizing relationships: being able to visibly see the relationships not only between your revenue team and their buying group, but the relationships between the stakeholders themselves, is key to success.
Activate the revenue team: use the information from your stakeholder map to begin building relationships with key stakeholders.