Network-Oriented Selling Models

When I was VP Sales, my AE and I once flew with one of our investors to Japan to meet a late-stage prospect. We ended up closing a $1M deal (7x our ACV). Here are 6 ways you can use your network as a sales superpower: BACKGROUND: We knew our investor was connected in this deal. In fact, she opened the door in the first place. But most sellers would stop there. We didn’t. Throughout our 6-month sales cycle, she helped us; - Learn about the company and people - Get important internal feedback - Strategize our process - Build ROI scenarios and business case Then she FLEW WITH US TO JAPAN to help build a relationship with their executive team. The level of understanding we were able to build about their business was a HUGE advantage. Our ACV was $150K, but because of the connection we had… We were able to close a $1M deal. Of course, this was a dream investor and connection. But you too can find similar connections in your network. You just have to ask. ——— Executives at your target accounts are connected to people in Your Network. Investors, Board, Customers, Partners, Advisors, and Leadership. Here are 6 powerful ways you can use these networks in your deals: 1. Introductions The most obvious option, but surprisingly few sellers leverage it. Make sure you do the research, and map both your network and the connections in your accounts. Then reach out with the ask to either get a first intro or multithread. 2. Research Recently, we had an advisory board member who used to advise a CRO we’re selling to. We didn’t get the intro from our advisor, but we understood EVERYTHING we could throughout the deal. Their priorities, personalities, politics, how they make decisions, what’s top of mind now, etc. 3. Execution Your network might know your prospect’s business or the industry better than you do. They might be able to build an ROI model better than you. It could be executive decks, written business cases, or proposals. 4. Relationship-building People buy from people. And this is especially true for Executives who make decisions on large projects. They want to know they have someone they can trust, who can deliver and would be there for them if things don’t work. Your network could be a facilitator in building that relationship. 5. Problem-solving Deals always go south. You can do the obvious things like chasing with emails and value, or have someone check in for you and give you the inside scoop. 6. Closing Negotiating (especially high-stakes transactions) can be much more powerful with someone helping mitigate issues. A strong network can send messages and solve problems based on familiarity with the person/org. you’re selling to. TAKEAWAY: The better you are, the more you don't try to close deals. You build a strong internal and external network. You rally the troops to support you. You create a multiplying force for every step. Don’t try to be the hero closer. Be an orchestrator. Use your network.

The future of sales isn't about sending more touchpoints. Here's what I’m seeing work: →People prefer buying from those they know and trust →A trusted introduction cuts through the noise →Most companies are leveraging <5% of their trusted network today It's about fully mapping, nurturing, and activating your company's network wisely. Have you mapped: - all of your team's past colleagues - all of your team's college friends - all of your investor's past colleagues - all of your VC's employees - all of the portfolio companies of your investors - all of the execs at those portfolio companies... etc Then do the same thing for all your customers to generate a list of potential referrals they can make for you. Then all your advisors, partners, suppliers, vendors... etc This is called many things: nearbound/partner-led/ecosystem-led/ relationship-led... But it's all about the same thing: how to best leverage your company's network. ps. we call it 'Go-To-Network' and think you should too.

Networking is EVERYTHING in sales. What role does it play in your strategy, and how do you build and maintain a professional network? Here's my playbook for making networking your competitive edge: 📊 Start with Strategy: Carve out your sales plan by identifying key players: Customers: Who are the decision-makers and influencers? Internal Colleagues: Leverage your team for support and insights. External Partners/Vendors: Build mutually beneficial relationships. Competitors: Yes, even competitors can become allies in the right context. 🔑 Be a Value-Add for Everyone You Touch: Introduce customers to each other, support partners in winning, and never shy away from creating symbiotic relationships. Give without expecting immediate returns. 📧 Master Outreach: Social selling through LinkedIn, emails, and videos has fueled my career. Control what you can: Quality of your message Quantity of outreach Consistency of execution ⏰ Time-Block Prospecting: Schedule and honor your "sacred prospecting hour" daily. Intentionality is key. 🤝 Empower Your Partners: Help vendors succeed, even if it means stepping back. Sometimes your role is to support, not lead. 🔍 Stand Out from the Noise: Thousands of sellers reach out to your target daily. Differentiate yourself by: Adding real value Personalizing your approach Staying informed on industry and company updates 🧠 Leverage Tools & Signals: Use LinkedIn, company reports, newsletters, and trade publications to stay ahead. React to signals like leadership changes, mergers, and industry trends. 📈 Passive Education Works: Build trust over time with webinars, newsletters, and tailored content. I've closed deals because I stayed top of mind. 💬 My Networking Philosophy: Seek to serve, invest in relationships, and remain consistent. Networking isn’t a side hustle; it’s the backbone of your sales strategy. Networking has been the foundation of my sales success – from landing over $1B in deals to earning the right to be a trusted advisor. How will you elevate your networking game in 2025? #SalesNetworking #SocialSelling #Prospecting #RelationshipBuilding #SalesSuccess #ValueSelling #B2BSales #SalesLeadership #NetworkingTips

Is your GTM strategy built for the world we live in today? The era of the single-vendor solution is over. In today's Connected World, customers don't buy products; they buy outcomes. But delivering those outcomes is getting more complex, not less. So how do the winners adapt? They stop selling to the market and start leading an ecosystem. I believe the GTM teams that will dominate the next decade in digital infrastructure, network and managed services are built on a simple, three-part framework: 1. Ecosystem Selling as the Default Motion: Shift from a direct-only mindset to orchestrating a fluid network of partners who can conquer complexity together. Your true value is the ecosystem you build. 2. Digital Selling as the Operating System: Create a scalable, on-demand experience for partners and customers. If your capabilities aren't accessible via an API or a digital platform, you're creating friction that kills deals. 3. Data-Driven Insights as the Fuel: Move from intuition to prediction. Use data to find the right partners, target the right markets, and build the solutions customers actually want. But none of this works without a common way to be found. That's why the foundation is a "Speaking Ecosystem"—where systems connect seamlessly on Location Truth, product categories that wrap "product complexity", and service expectations framed around experiences in a way partners, suppliers, customers and the provider can all understand. This isn't just a theory; it's the new operating model for delivering amazing experiences. #GTM #Selling #experience #DigitalInfrastructure #EcosystemLedGrowth #DataDriven #ManagedServices #Connectivity #FutureofSelling #Leadership #befound