While doing a little bit of research for images for some sales training I’m doing today I came across an article this morning which I felt was particularly worthy of a quick post.

The article is here and what I like about it in particular is that it goes into granular detail around what you should be looking for within the sphere’s of influence and the attributes of the individuals involved..

In particular I like:
Who has a great track record?
Who has a spotty track record?
Who has a solid reputation in the company or community?
Who has a past history with other people here?

It’s really critical to understand who you’re talking to in an organisation and not only their position but also how appreciated they are. These are all things which you can find out by talking to your lead or others within the organisation you’re trying to break into.

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