Sales Community - Building a Network
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
Building a Network
As we hit the ground running after the long 4th of July weekend into Q3 (for some), let's remember the importance of building your network.
Come up with reasons to stay in front of people and build a system for taking action so you don't have to reestablish contact in the last minute.
- Gregg Ambulos
For those who haven't joined the Sales Community yet, feel free to use the following link to register for a free year membership!
_____________________________
Tech Sales Insights LIVE
Join us live on LinkedIn Tuesday, July 12th at 12PM EST with guest?George Hope, Worldwide Head of Partner Sales at HPE
→ This week's episode is sponsored by Sendoso. Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers.
Check out our previous episodes here:?Tech Sales Insights LIVE
_____________________________
From Our Sponsors:
The Alexander Group
Winning the Race for Talent
With an increase in wages, rampant turnover and low staffing levels, what are the implications for performance measurement, sales compensation and quotas?
?Join senior technology leaders in HR, sales ops, and sales comp at Alexander Group’s annual?XaaS Sales Compensation Symposium?on August 3rd?toe dive into the strategies and best practices to set, measure and compensate success.?
Gong
It happens way too often.?
When reps get hit with a textbook objection, they jump into a monologue in an attempt to win the argument. However, this typically costs them the deal.?
That’s why Gong put together these Uncensored Objection Handling Techniques.?
It’s got years of data?
It’s all here, share it with your team.
_____________________________
Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Building a Network
By Gregg Ambulos
What the Idea Is: Building a strong individual network
Why It Is Valuable: Everyone needs a strong network; it is imperative to their success. Individuals are known within their fiefdom (the area they work in/sell into); and as people progress outside that area and take on new challenges, they often don’t know how to network in that space.
How It Works: Many people have not utilized this process before, and it holds them back from succeeding in their career. Knowing the influencers is crucial to being able to take the next steps. Get executives involved and let them see you in front of your customers as you have career conversations with them and continue to build your network.
Here is an example where someone may have an aspiration to have a different job: There are a number of steps to prepare for this move. First, find out who will approve the position and ask yourself if you have made it known that you have an interest in this job. The approvers are influenced by the people who surround them, and they need to look at this like a sales campaign. If you want to be able to capture this role within a certain time, you need the approver to understand your goals and capabilities, and you should make contact with this team to make your presence known. Share your qualifications and ask what the approver is looking for to fill the role. Make it clear with the person who is moving on that you are interested in assuming that role and get pointers from him or her. Think strategically and long term. Understand the playing field and who the influencers are who will help you achieve your goals.
Many people are fortunate to have influencers who are outside their domain. You need to spend time with these people to make sure they understand your role and what you want to accomplish so they can help spot opportunities for you. If you are solid inside, you will have opportunities. If you are looking outside, you need to build your presence and your network there so you can execute a strategy with people of influence to get them to support you.
It’s a great help if you can get a sponsor/champion to mentor you about your career and your blind spots and help get you in touch with other leaders and external influencers who can set you up for success.
You must do the hard work yourself and follow through and take action. When you see an open door and put your campaign in place, you must stay in contact. Come up with reasons to stay in front of people and build a system for making this happen so you don’t have to reestablish contact at the last minute.
When your time comes and you have achieved success, pay it forward and hire those who can succeed so you can have a very positive impact; then mentor them and watch them move forward in their career. Go after top talent and bring in those who can potentially be stronger than you. Do what you can to give back.