Networking with the Next Generation of Decision Makers


Published on

Faced by a generation that grew up with the power of multiple technologies, how does the professional sales person connect with the Next Generation of Decision Makers?

Published in: Business
  • Be the first to comment

Networking with the Next Generation of Decision Makers

  1. 1. Kim E. Williams@WilliamsKimSandler Training @SandlerSays
  2. 2. The Digital Decision Maker…
  3. 3. Who’s The Digital Decision Maker? #SandlerTraining
  4. 4. 1999 2000s TV 2012+ <1990 1990s TV Radio Radio Print Telephone PrintTV TV TV Direct Mail TelephoneRadio Radio Radio Display Direct Mail Print Print EmailPrint Display IM Telephone TelephoneTelephone Email Websites Direct Mail Direct Mail IM SearchDirect Mail Display Display Websites Banner AdsDisplay Email Email Paid Search Search IM IM Landing Pages Banner Ads Websites Websites Micro Sites Paid Search Yahoo Search Search Video Landing Pages Webinars Banner Ads Micro Sites Affiliate Marketing Paid Search Video SMS Landing Pages Webinars Mobile Email Micro Sites Blogs Affiliate Marketing Video RSS SMS Webinars Podcasts Mobile Email Affiliate Marketing Wikis Blogs Social Networks RSS Behavioral Email Podcasts Social Media Marketing Wikis Widgets Social Networks CMS/Open Source Virtual Worlds #SandlerTraining QR codes Page flip catalogues
  5. 5. #SandlerTraining
  6. 6. #SandlerTraining
  7. 7. #SandlerTraining
  8. 8. Building Relationship?
  9. 9. You Have To Be Where They Are! LinkedIn? Facebook? Twitter? Blogging? A Web Page?
  10. 10. What About Networking? SMART and SMARTER Goals Prepare Your Foundation Define Target Emotionally Engage Your Network 5-10 Key Relationships Join Strategically Personal BOD Interested and Interesting Value Register at Design for Referrals Follow Up Track and Measure Be Accountable to Your Program
  11. 11. Hand Shakes and Facetime#1: Get 5-10 Key RelationshipsIt’s Not Who You Know, or Who Knows You, BUT It’s Who You Know Knows. #SandlerTraining
  12. 12. Hand Shakes and Facetime#2: Join Strategic Organizations #SandlerTraining
  13. 13. Hand Shakes and Facetime#3: Be Interested and Interesting Kip Blakely of TIMCO
  14. 14. Hand Shakes and Facetime#4: Deliver Incredible Valueto your network. #SandlerTraining
  15. 15. Hand Shakes and Facetime#5: Follow Up: Consistently, Constantly #SandlerTraining
  16. 16. Hand Shakes and Facetime#BONUS: Remember -Be Digitally Present and Positioned #SandlerTraining
  17. 17. Hand Shakes and Facetime#BONUS: Remember -Be Present Their Pain Sales Opportunity Your Your Presence Position #SandlerTraining
  18. 18.