Rainmaking networks: Perfecting your sales

By Susan Letterman 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