August 5th, 2014
Smarter Salespeople: Power Network Map
This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention…
During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. One action was to assign each salesperson to at least one local networking/association event per month. If you aren’t doing this now, make it part of your active sales activity planning session. In fact, just today, as I was writing this column one of salespeople from that client called me to discuss the breakfast event he attended and “connection he made”. The person was in IT at a local law firm and he opened up to what was happening at his firm, who were players and the challenges/frustrations they were facing. The salesperson causally listened-didn’t sell, but booked a lunch meeting in the next week to simply work to expand the relationship! Smooth move. After the lunch or during that time the salesperson can work to better understand the situation, the relationships, political situations, budgets and business requirements. Then he can begin to sell!
If you aren’t “connected” in your marketplace do it! All successful salespeople are well connected socially, within their community and have defined business relationships. Are you? After the sales discussion at my client’s office it lead to the best new thought of the year! Create an Acumen Power Network Map!
What is the Acumen Power Network Map? After discussing the current sales environment, networking, in effective cold calls, lack of experience and a great deal of interactive discussions we created an approach that can immediately change your sales and marketing approach.
What are the secret steps to the Acumen Power Network Map?
1) Identify a “raving fan” of your current business; someone that uses your current services will recommend your company and can tell a story to anyone of your quality level of support.
2) Bing/Google/LinkedIn/Jigsaw/Facebook search that person’s business relationships, personal involvements, and identify as much information as you can find.
3) Develop a map of all associations/boards/activities/interests the person is involved with, (see diagram)
4) List all the individuals who are members of those associations/boards/activities that are associated/inter-connected with your raving fan.
5) Identify what organizations those individuals work for and determine if you wish to target those organizations that fit your company’s ideal client profile. Do they fit your vertical focus? Do you have existing Case Studies that fit their need? Have you sold similar organizations?
6), next, ask your “raving fan” to make a referral introduction to the targeted organizations and individual’s you wish to meet, either via an email phone call or even a mutual lunch meeting. Getting an introduction via a known source or a friendly relationship increases your odds of achieving a new relationship and meeting by 66%!
This kind of smart work will help you target sell more effectively, reduce your wasted telephone prospecting time, increase your odds to develop new account relationships and open the doors to exceed your 2014-15 quotas. Ken’s hint: Do your homework and count commissions.
Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book is “SLAMMED!, for the first time sales manager.
Acumen Mgmt. provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com