CHAPTER 5

Networking Skills—Keys to Pipeline Success

Business networking is the process of meeting other people and exchanging resources for mutual gain. Business networking forms the basis of business relationships. Selling professionals rely heavily upon effective networking practices to win clients and partners. Your ability to network well is one of the factors that may not only differentiate your practice, but also ensure its survival.

Networking is one of those skills that you need to acquire in order to develop relationships with individuals who could potentially lead you to new forms of business. If I may ask you which is going to be easier: making 500 calls to get a yes or being in a room with 50 people who perhaps understand your value ...

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