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Rainmaking networks: Perfecting your sales

By Susan White posted Fri March 22,2013 02:59 PM

  

Rainmaking is much more than a consequence of having the right skills; it is also about having the right networks! (The term "network" refers to a person's direct and indirect contacts.)

 

Do you ever wonder why some people are better at sales than others? Well, here's the answer: They think differently. They act differently. And, they have different networks. The networks of top rainmakers look different. "Different configurations of networks produce different results, and the salesperson who develops a nuanced understanding of social networks will outshine competitors." T. Üstüner & D. Godes, Better Sales Networks, Harvard Business Review (2006).

 

To learn more about rainmaking and perfecting your sales, please click here

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