Sales Community - Keeping a Good Network

Keeping a Good Network

Sales professionals know that a strong network is essential to success. But what many don't realize is that it's not just the size of your network that matters, but also the quality. Mary Shea, Outreach, did a great job talking about DEI best practices in her episode this past week, and Jas Sood has a great write up about having a diverse network.

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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Keep a Good Network Going?

by Jas Sood, Senior Vice President of Sales US Enterprise at Palo Alto Networks

What the Idea Is: Treat every relationship with importance, whether it’s a formal one or just someone you have met along the way. Having a diverse network is crucial because, as we know, it takes a village to support each other with a variety of voices, expertise, and viewpoints to use as sounding boards for bouncing around different ideas.?

Why It Is Valuable:?A good network gives you a full 180-degree picture of something you want to implement, because you have access to different viewpoints that you may not have previously considered. For instance, speaking with a customer could yield unexpected viewpoints if you’ve only been considering the perspective of the salesperson.?

How It Works: To begin creating a good network, you must:?

• Find people in your ecosystem; learn from leaders in your organization or others who are in the know about the key touch points you need to make a strong connection with.?
• Reach out and be open, honest, and collaborative in your efforts; then your actions will be well-received. You want to make sure it is more of a team environment than a competitive one.?
• Nurture your network. You must continue doing this, even through job changes, relocations, and other events. It’s good to reach out every so often to keep your touchpoints warm. Remember their special days, like birthdays, which is easy to do when you keep those dates in your contact data. Even a text is a special gift to many people. Share fond memories you have on special holidays like Thanksgiving and Christmas or during special sporting events, etc., or use any excuse just to say hello. Get to know the people in your network and know what is special to them, and always be sure to keep them in the forefront.?
• Recognize them on social media when appropriate. Offer encouragement and share accomplishments. Support those who need it.?

You can measure the strength and success of your network by the response you receive when you find yourself in a bind or a sticky situation. Are those you reach out to quick to respond and lend a hand? Your network should know the value of helping you; and if you’ve nurtured these relationships, they should be ready and willing to help out however they can.?

By keeping a strong network, you build your own community. That community grows over time as you change jobs, locations, etc. because you are connected via other trusted sources. People you know in your network will willingly make new connections for you with people they know. The transfer of trust is key in making this happen.

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