September 03, 2013
Note: I’m not sure how many of my readers subscribe to our monthly newsletter: “Why Sales Managers Succeed!” If you don’t, please sign up on my website: http://www.AcumenManagement.com.
In case you don’t receive the newsletter, I wanted to include one of the three sections in this month’s edition. I hope you enjoy, Ken
During a recent client sales meeting, we talked about the power of networking. We assigned every salesperson to at least one networking/association event per month. If you aren’t “connected” in your marketplace, do it! That discussion led to the best new thought of the year! Create an Acumen Power Network Map!
What is it? Here are the secret steps: 1) Identify a raving fan of your business. 2) Google/LinkedIn/Jigsaw search that person’s business relationships. 3) Create a map of all associations/boards/activities they are involved in. 4) List all individuals who are members of that association or people who also serve on those boards. 5) Identify what companies those individuals work in and target those organizations that fit your company’s ideal client profile. 6) Last, ask your “raving fan” to make a referral introduction to your targeted organizations! Do your homework and count commissions.