Unlocking Internal Business Connections

As the old adage goes, it’s not necessarily what you know but who you know…and who your colleagues, customers and industry connections know. When salespeople have to make 50 or more cold calls a day, the “no’s” are bound to pile up. Relationship economics turns a cold call into a warm introduction when the sales team is armed with crucial information about a prospect’s level of familiarity with their company and its employees.

This white paper spotlights the business-wide benefits of relationship economics. Topics to be discussed include:

• Competition remains fierce and relationships are the key differentiators;
• It is easier to quantify the value of connections when they are shared in a cohesive and automated fashion; and
• You must go beyond title and look at a connection’s company, frequency and depth of their interactions, and their role in their organization as an influencer, among other factors.

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