Sales Prospecting: From Ideation to Customer Access

Tony Hackett, Strategic Account Manager at Gartner in Sydney, shares how he applies mind mapping across sales prospecting, account planning, and content creation. Drawing on startup, banking, and enterprise experience, he uses maps to accelerate execution and foster collaboration with clients. Key Themes & Topics: [5:15] Connected experience – Kindle/Audible analogy. Maps as central hubs linking workflows. [7:31] Use cases – Ideation, planning, pricing, video. Demonstrates versatility of maps. [10:14] Customer engagement – A3 printed maps in meetings. Transforms discussions into collaboration. [13:09] Brainstorming – Using speech-to-text with Dragon. Rapid capture of ideas without distraction. [16:30] Account research – Org charts and company analysis. Gives sales teams structured intelligence. [19:08] Timelines & Gantt – Exporting to MS Project. Bridges maps with project management tools. [21:44] Business value framework – Ratios, competition, IT projects. Connects offerings to client priorities. [23:14] Communication templates – Mapping executive emails. Ensures concise, disciplined messaging. [24:42] Pricing configurators – Live what-if scenarios. Engages clients in shaping pricing outcomes. [28:04] Course & content creation – Udemy scripts, blogs, ebooks. Maps as central IP development tool. [36:39] Template mindset – Stripping noise creates reuse. Maps evolve into repeatable frameworks. Featuring: MindManager, SimpleMind