The Sales Archaeologist

I received a request to connect on Linked In about 4 weeks ago – I didn’t know the person so as I usually do I responded by asking how he found out about me and why he wanted to connect. His answer was too vague for my liking but I agreed to connect and closed by saying “let’s see how it goes”. For the sake of this post let’s call him Bob.

I will finish this story in a minute but before I do let’s set the context.

I use Linked In as a tool. I use it to connect to decision makers that might need my help. The people I usually need to connect with are CEO’s or VP’s of Sales. That said I do not see Linked In as being about having multiple connections, I see it being about the quality of the connections.

I am not saying that it is wrong to use Linked In as simply a social tool like Facebook – I am saying that I have decided to not use it that way. Linked In to me is like CRM – something that should help me prospect and get in front of new prospects.

So let’s go back to our friend “Bob”.

I realize that Bob is connected to “Bill” and request an introduction. I explain why and write a nice note to both Bob and Bill explaining the purpose of the introduction. Bob replied by declining my request and simply said “I don’t know Bill”.

This was the Wrong Answer!

This was the wrong answer for several reasons:

1) Bob shouldn’t be connected to people that he doesn’t know.

2) Bob should offer an alternative introduction

3) Bob could have said let’s talk more about what you do and I can pick someone that I know better.

So I quickly removed Bob as a Connection.

If you are a sales person I challenge you to think about your actual networking and your social networking. What is the quality of the connections you have established? Are you comfortable introducing everyone you are connected to with someone else? Are they all comfortable and willing to introduce you? If they are not; then why not reinvest by developing a relationship with someone else who fits that requirement?

The world of Sales 2.0 has changes a lot but one of the things that has not changed is the simple fact that as a sales person you cannot afford to waste time!

If you have a sales force then you should be more concerned than ever regarding the ways your people utilize sales 2.0. You can get a Get a quick snapshot of your sales team when you   Grade your Sales Force.