How You Can Use New Technology to Reach Decision-Makers
In retail, the key ingredient is said to be "location, location, location". In business-to-business sales, a key ingredient is "relationship, relationship, relationship". With stiff competition and increasing commoditization, strong relationships with key decision-makers are essential to winning the sale. That's why networking is even more crucial today. Your strategy can begin only when you know who the players are, but how do you build crucial relationships that help you to find them?
Building Your Network
Salespeople have always relied on networking to discover and gain access to decision-makers. Research has shown that a trusted introduction means a salesperson is 12 times more likely to get a meeting and 4 times more likely to have a call returned.
Networking Has Merged with Technology
Think of a Rolodex the size of - well, as huge as you can imagine. Today the worldwide web offers a virtual network that enormously increases the number of possible connections that may be valuable to you. You can use your contacts to connect with others virtually, so that you can share information, resources and referrals.
When you utilize your expanded network with connections you may not know about, you can find buying influencers, decision-makers, gatekeepers and champions.
Get Started and Grow Your Network.
Accelerate the time it takes to get a call returned, to reach a decision-maker, to get to the table - and increase the probability of close by building trust and decreasing risk.
Read the full tip, and find out what put the winner in the lead.
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