• Networking Works!

    by Abby Donnelly

     

    Networking_SB1

    Attending a networking event? WHY??

    That may seem like a strange question, but time is one of our most limited resources! Taking a few minutes to evaluate why you should attend THIS particular networking event may save you hours of unproductive time and energy. Often, sales professionals tell me that they make their decision to attend an event based on the location of the event and their calendar availability.  Instead, base your decision to attend an event based on:

    1. Will your ideal target market likely be there? If not,

    2. Will people who know your ideal target market be there?

    If the answer is no to both of these questions, attending the event probably isn’t a good use of your time. You may meet some great people, you may have some interesting conversations, but you will probably not build the kind of business relationships that will deliver an ongoing stream of qualified referrals. Instead, find a networking event that is a better fit, or invest that time 1-1, building important relationships with key prospects, or with people who know your key prospects.

    If you can’t bear to skip the event, at least go into the event with a specific goal. Maybe you set a goal to meet 3 new people. Maybe you set a goal to reconnect with 5 people you already know. Maybe you set a goal to connect 2 people who need to know each other. If you are going to spend your time attending an event, make it count! The additional benefit of setting a goal in advance is that once you achieve it, you are free to leave—you have already had a successful event!

    Abby Donnelly is a partner and Executive Coach with Training and Development services, a Sandler Training franchise.

    Illustration by Rob Green

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • You Have to Learn to Fail to Win

    Last month, Forbes featured a great article, “10 Essential Selling Principles Most Salespeople Get Wrong,” after an interview with our global CEO David Mattson (to see the original article please click here )

    Dave-Mattson-Sandler-199x300However, I feel he left out the most important one that sales people struggle with time and time again –

    It is not the successes we experience that make us strong, it is the failure.

    Failure is part of the human condition.  Most great entrepreneurs and business leaders have failed at something, and most likely many things.  However, for the majority of sales people, when they are faced with something that knocks them over they go one of two ways.  Either they externalise and blame everything and everyone except them, “the potential client wasn’t ready for this solution, “ or “its not my fault, no one is buying in this economy.” Or they fall into negative self talk and blame them selves, “ I always do this, I am no good.”

    Recognising failure as valuable is important.  You can either learn something from this experience and move on or not.  Successful sales people learn and move on. (Sandler Rule No. 1)

    Without this understanding sales people can waste a lot of time focusing on why something went well instead of, “what can I learn from something that went wrong?”

     

    Anneli Thomson

    Anneli Thomson

    Anneli is an expert in sales culture and talent management. She is a keen champagne drinker and triathlon enthusiast. The UK Franchisee of the Year 2014.

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