Networking In Sales

In the U.S., you can grab coffee with a CEO in two weeks. In Europe, it might take two years to get that meeting. I ’ve spent years building relationships across both U.S. and European markets, and if there’s one thing I’ve learned, it’s this: networking looks completely different depending on where you are. The way people connect, build trust, and create opportunities is shaped by culture-and if you don’t adapt your approach, you’ll hit walls fast. So, if you're an executive expanding globally, a leader hiring across regions, or a professional trying to break into a new market-this post is for you. The U.S.: Fast, Open, and High-Volume Americans love to network. Connections are made quickly, introductions flow freely, and saying "let's grab coffee" isn’t just polite—it’s expected. - Cold outreach is normal—you can message a top executive on LinkedIn, and they just might say yes. - Speed matters. Business moves fast, so meetings, interviews, and hiring decisions happen quickly. But here’s the catch: Just because you had a great chat doesn’t mean you’ve built a deep relationship. Trust takes follow-ups, consistency, and results. I’ve seen European executives struggle with this—mistaking initial enthusiasm for long-term commitment. In the U.S., networking is about momentum—you have to keep showing up, adding value, and staying top of mind. In Europe, networking is a long game. If you don’t have an introduction, it’s much harder to get in the door. - Warm introductions matter. Cold outreach? Much tougher. Senior leaders prefer to meet through trusted referrals—someone who can vouch for you. - Fewer, deeper relationships. Once trust is built, it’s strong and lasting—but it takes time to get there. - Decisions take longer. Whether it’s hiring, partnerships, or leadership moves, things don’t happen overnight—expect a longer courtship period. I’ve seen U.S. executives enter the European market and get frustrated fast—wondering why it’s taking months (or years!) to break into leadership circles. But that’s how the market works. The key to winning in Europe? Patience, credibility, and long-term thinking. So, What Does This Mean for Global Leaders? If you’re an American executive expanding into Europe… 📌 Be patient. One meeting won’t seal the deal—you have to earn trust over time. 📌 Get introductions. A warm referral is worth more than 100 cold emails. 📌 Don’t push too hard. European business culture favors depth over speed—respect the process. If you’re a European leader entering the U.S. market… 📌 Don’t wait for permission—reach out. People expect direct outreach and initiative. 📌 Follow up fast. If you’re slow to respond, the opportunity moves on without you. 📌 Be ready to show value quickly. Americans won’t wait months to see if you’re a fit. Networking isn’t just about who you know—it’s about how you build relationships. #Networking #Leadership #ExecutiveSearch #CareerGrowth #GlobalBusiness #US #Europe

LinkedIn is a vibrant social network that thrives on connections, interactions, and genuine relationships. The last thing you want to do is dive in headfirst with a sales pitch on your very first message. It's not only annoying, but it can also come across as pushy and inconsiderate. Instead, Consider This Approach: 1. Engage Before You Sell: Build rapport and establish a connection before even mentioning your products or services. People appreciate a human touch and genuine interest. Start by showing you value their content and opinions. 2. Share Insights: Contribute positively to discussions, share your unique insights, and offer valuable perspectives. Being seen as a thought leader will attract attention and curiosity from potential leads. 3. Meaningful Comments: Craft thoughtful comments on their posts that add value to the conversation. Engaging discussions will help you stand out and establish your expertise. 4. Network with Purpose: Connect meaningfully by mentioning shared interests, experiences, or goals. Express why you'd like to connect and how you might mutually benefit from the connection. 5. Research and Personalize: Take time to understand their business and needs. When you reach out, reference specific points from their profile or recent posts to demonstrate your genuine interest. Remember, building trust and relationships takes time. By adopting a patient, value-focused approach, you're more likely to open the doors to productive conversations and, eventually, successful deals. Are you ready to elevate your LinkedIn sales game? Share your thoughts and experiences in the comments below! #linkedinsales #relationshipsfirst #salestrategy

You join the company excited to create content that helps sales close faster, better proof points, cleaner positioning, the kind of messaging that makes a rep’s job easier. But the very first people you need to partner with…have been doing this long before you got here. They’ve closed deals without your decks. They’ve written half the pitch in their heads. And they’ve built trust with prospects in real time, not by waiting for enablement assets to show up in a Notion doc. So when you show up with “help”, even if it’s good, even if it’s asked for, it’s easy for it to land like a correction. A quiet implication that they were doing it wrong. That’s the part no one tells you. Enablement is not a one-way street. And if your work looks even a little too top-down, like instruction instead of support, you will lose trust before you even start. What I’ve learned (and am still learning) is this: building healthy relationships with sales isn’t about proving your value fast. It’s about creating shared momentum, without stepping on the people who’ve already figured out how to win. Here’s how I try to do that: 1. Act like an investigator, not a fixer. In your first 30–60 days, don’t start with “What’s broken?” Start with “What’s already working that we can double down on?” Ask what moments in a deal feel frictionless. What content or stories they always go back to. Map the habits before you map the gaps. 2. Bring ideas, not deliverables. Too often, we show up with an asset in hand — a one-pager, a case study, a pitch update — and ask for feedback. Instead, bring the seed: “I’m seeing X come up in deals. What’s your take on how we should address it?” When a rep contributes to the idea, they’re more likely to adopt the output. 3. Remember your role: scale, not overwrite. The best enablement isn’t a new playbook. It’s a way to scale the instincts and stories your top reps already use. Don’t say, “Here’s what to send.” Say, “This might help reinforce what you just said.” Subtle shift, big difference. This takes longer than building a content repository and calling it done. But the payoff is way better: real trust, faster feedback loops, and enablement that actually gets used. Because the goal isn’t to impress your sales team. The goal is to build with them, so your work feels like a shortcut, not a sidestep.

Elevate your B2B sales strategy and navigate buyer resistance with finesse using these 11 Key Strategies 🌟: 1. Harness Information Asymmetry - Use your unique insights to educate clients, transforming disparities into trust-building opportunities. 🔍 2. Capitalize on Experience - Share your broad industry interactions to guide decision-making with unmatched knowledge. 📈 3. Master Artful Inquiry - Employ thought-provoking questions to uncover deep client needs, positioning yourself as a consultative partner. 🎣 4. Navigate Outcome Asymmetry - Minimize risk for clients pressured to make high-stakes decisions accurately on their first attempt. 💼 5. Leverage "I Know Something You Don't" - Introduce game-changing information respectfully to align business requirements and overcome barriers. 🗣️ 6. Focus on Value Creation - Shift from transactional to transformative sales conversations, aiding clients in understanding their unique challenges. 🛠️ 7. Counteract Misconceptions with Data - Challenge false assumptions with solid evidence to steer discussions constructively. 📊 8. Share Real-world Experiences - Use personal stories of overcoming challenges to build empathy and demonstrate commitment beyond transactions. 🌍 9. Adopt Educational Selling - Transition from a vendor to an educator, differentiating yourself by building long-term, trust-based relationships. 🎓 10. Seek Specialized Training - Enhance your skills with courses on strategic selling and information disparity, staying ahead of trends. 🏅 11. Engage with Leading Resources - Regularly visit top sales blogs for insights on strategic selling and buyer resistance. 📘 Implement these to transform your approach, focusing on education, information, and advisement for success. 💫

The CEO's I know recruit challengers. People who capture complex opportunities. Most leaders want bigger deals but their team’s still selling like every deal is a friendship test. They fall into a trap: → Being warm → Being agreeable → Not rocking the boat That works for low-stakes sales. But if you’re trying to scale using enterprise partnerships or complex customers, it often leads to stalled deals. A study of 6,000+ sales people by Gartner found: • 7% of top performers were “relationship builders” • The top-performing group (40%) were “Challengers” • They taught customers something new • They tailored conversations to the customer’s world • They took control when it mattered If you're in the market to win big, strategic deals train your team to do this: 1. Teach something they don’t know → A risk they’re underestimating → A better model they haven’t considered 2. Tailor to them → Their language → Their metrics → Their decision structure 3. Take control (when it counts) → Ask the hard question → Hold the pause → Push back with clarity (not ego) Complex, strategic deals don’t close because you had great chemistry. They close because you helped someone rethink what was possible and show the path forward is in safe hands. If you want to grow through partnerships and scale revenue without scaling headcount, ask your team: "When’s the last time we taught a customer something that changed their mind?" Want help installing this capability? Learn more: https://lnkd.in/gGRsN47q ➕ I’m Phil Hayes-St Clair, I coach CEOs to grow and scale their business ♻️ Repost to help your team shift to challenger.

If you're a sales leader, maybe you've seen this... The rep who calls themself a “true professional”... right before ghosting a follow-up. The polished LinkedIn profile that reads like that of the most committed sales pro... written by someone who hasn't studied anything about the specialties they sell to since their training ended. Let’s be honest—“professional” in terms of medical sales gets tossed around so often, it’s practically a cliche. So here are some things to consider for those managing healthcare sales teams, coaching medical reps, and trying to build something better: ✅ Professionalism isn’t an outfit — Scrubs, suits, or a logoed quarter-zip don’t make a rep professional. Actions do. Like showing up prepared instead of winging it because “they’ve sold this product a hundred times.” Like being relevant to each and every prospect. ✅ Proficiency is the new non-negotiable — Everyone says “bring value,” but can your rep actually connect clinical insight to patient outcomes? Can they handle objections without sounding like a defensive teenager? ✅ Commitments still matter — You know the rep I’m talking about. The one who tells the doctor, "I'll find out and get back to you." And still hasn’t. HCPs won't treat you like trusted partners if you don't do what you say you're going to do. ✅ 𝑷𝒂𝒕𝒊𝒆𝒏𝒕-𝒇𝒊𝒓𝒔𝒕 𝒊𝒔𝒏’𝒕 𝒂 𝒔𝒍𝒐𝒈𝒂𝒏 — 𝒊𝒕'𝒔 𝒂 𝒏𝒐𝒏-𝒏𝒆𝒈𝒐𝒕𝒊𝒂𝒃𝒍𝒆 𝒄𝒐𝒎𝒎𝒊𝒕𝒎𝒆𝒏𝒕. True professionals walk away from any sale that doesn’t serve the patient. That takes guts. And maturity. ✅ Mistakes happen. Cover-ups shouldn’t. Professionals own it, fix it, and use it as a teachable moment. Amateurs blame others and cross their fingers that no one notices. ✅ The Learning NEVER ends — I don’t care if they’ve been selling since the days of flip charts. The market evolves, competitors change, and the science updates. If they’re not learning, they’re falling behind. ✅ Distinction is earned. Being “different” isn’t a gimmick. It’s the result of experience, intention, and putting in the work. Are your reps standing out—or just blending in? The takeaway for leaders? If you want your sales team to generate professional-level results, you must raise the bar past “professional behavior.” 𝑷𝒖𝒔𝒉 𝒇𝒐𝒓 𝒑𝒓𝒐𝒇𝒊𝒄𝒊𝒆𝒏𝒄𝒚. 𝑫𝒆𝒎𝒂𝒏𝒅 𝒅𝒊𝒔𝒕𝒊𝒏𝒄𝒕𝒊𝒐𝒏. 𝑪𝒆𝒍𝒆𝒃𝒓𝒂𝒕𝒆 𝒓𝒆𝒑𝒔 𝒘𝒉𝒐 𝒅𝒐 𝒎𝒐𝒓𝒆 𝒕𝒉𝒂𝒏 𝒕𝒂𝒍𝒌 𝒍𝒊𝒌𝒆 𝒂 𝒑𝒓𝒐—𝒕𝒉𝒆𝒚 𝒔𝒆𝒍𝒍 𝒍𝒊𝒌𝒆 𝒐𝒏𝒆. What are you seeing in the field? Which “professional” behaviors do you see talked about… but rarely delivered?

Over the next 3 months, I’m hosting 4 major events in France, UK, USA and KSA. Beforehand, I want to share my top tips on how to get the best out of networking. 1. Set Clear Targets Action: Make a hit list of the top 10 companies or people you need to meet. Research what they care about—know their wins, pain points, & what they’re hunting for before you walk through the door. Outcome: These conversations won’t just happen by chance. By doing your homework, you’ll turn a five-minute chat into a deal-building moment. Schedule meetings in advance, & after the event, send a tailored follow-up email that shows you were listening. 2. Take the Stage (Literally) Action: Get on the agenda. Whether it’s a keynote, panel, or fireside chat, nothing says “I’m the one to watch” like holding the mic. Use this time to address the industry’s biggest challenges & position yourself—& your company—as the answer. Outcome: Speaking builds instant credibility. It’s not just exposure; it’s authority. Post-event, share the highlights on LinkedIn & invite attendees to continue the conversation, turning an audience into a lead pipeline. 3. Own the Floor Action: Don’t just lurk—work the room. Engage with key exhibitors, ask questions, & position yourself as a resource, not just another pitch. Be direct but curious: “What’s your biggest challenge this year?” and “How can I help?” are powerful openers. Outcome: You’ll stand out as someone who listens. Take notes during conversations, & follow up within 48 hours with a personalised message. Not a generic “great meeting you”—send actionable insights or specific ideas that move the ball forward. 4. Host the Inner Circle Action: People bond better in a more relaxed setting than over Wi-Fi. Organise an exclusive dinner, roundtable, or cocktail event for a curated group of heavy hitters. Keep it intimate—this is about building relationships, not just showing off. Go easy on the heavy sell. Outcome: People remember who brought them value & connections, not who handed out free pens. Post-event, share any key takeaways & book one-on-one follow-ups to solidify what you started over drinks. 5. Hack the Tech Action: Use every tool at your disposal—event apps, LinkedIn, QR codes. Pre-event, reach out to attendees & book meetings. At the event, swap contacts digitally to keep things seamless, & use a CRM to track every interaction. Outcome: You’ll leave the event with an organised roadmap of leads, not just a stack of business cards destined for a desk drawer. Follow up strategically with segmented, value-driven emails & keep the momentum alive. The Bottom Line: Trade fairs & exhibitions aren’t just networking. Preparation, presence, & follow-up separate those who close deals from those who just collect swag bags. Be human. Don’t think of this as just a branding exercise but an opportunity for long term partnerships. Be genuine - your new contacts will become close contacts, if not friends. Make it count! #revenuegrowth

While preparing for a talk, I came across an old article of mine that had gone viral on LinkedIn and was later published by Tech in Asia. Revisiting it with fresh perspective, I realized there was room to improve the insights based on what I’ve learned over the past few years. Here’s the updated list: 1. If it’s not in writing, it didn’t happen. 2. Speed matters. You don’t need a perfect reply, but you do need a fast one. Responsiveness signals priority. People notice who gets back to them. 3. Underpromise and overdeliver. Most do the opposite. Flip it. Exceed expectations and you'll earn trust, referrals, and repeat business. 4. Choose your customers wisely. Some clients will push endlessly on price and give little in return. Learn to say no. Not all revenue is created equal. 5. Mirror your client's communication style. WhatsApp? Slack? Voice notes? Go with what they prefer, but always follow up with an email summary, remember #1. 6. Be authentic. In Southeast Asia, the default playbook is karaoke and whiskey. I don’t play that game. My preferred game is solving problems for the customer while being competent at all times. 7. Never walk into a meeting unprepared. Know the context, the pain points, and the history. 8. Incentives run the world. Want to scale sales? Nail the commission structure. The right incentives turn good people into your growth engine. 9. The founder must lead the first wave of sales. No one else will navigate the messy terrain of buyer personas, pricing, and product direction as well. 10. Use the Rule of Four. In every key account, you need to approach at least four people. It de-risks the outreach and increases deal velocity. 11. Relationships > Transactions. Southeast Asia is not a transactional market. People buy from people they like and trust. If you rush the relationship, you lose the deal. 12. Show cultural intelligence and respect. A few local phrases, genuine curiosity, and humility go a long way. It shows you're not just here to sell. 13. The more technical your pitch, the faster you’ll be handed off to someone technical but not necessarily a decision maker. 14. If they’re not measuring or managing the problem today, it will be hard to sell, no matter how great your product is. 15. In Southeast Asia, you win by selling a service first and product second; in the US, it is the opposite. 16. I borrowed this from Ben Horowitz, and it holds up. Hire sales talent from underdog companies so they have the drive to hustle. Most people can sell Google or Meta, but not many can sell an unknown startup. With engineers, it's the opposite; it's best to hire from top-tier logos.

Sellers often mistake connections for relationships. Here are 5 ways you can build high-impact relationships, whether they’re specific to an opportunity, or they’re part of your greater network. ✅ Map out the relationships you have for a specific opportunity. I do an exercise with clients where we build out their relationship ecosystems and buying roles in an opportunity. This will give you a picture of strengths and gaps. Mapping your relationships doesn’t need to be time-consuming; it will pay off by helping you accelerate progress and reduce risks in your opportunities. ✅ Assess for gaps and get beyond the typical silos. You might be building relationships only where you’re most comfortable. Your success will be in getting beyond your comfort level; you can do that by assessing and filling in relationship gaps. In mapping your relationships you’ll see patterns. For example, you may see a pattern where you’re selling only one product or solution to one type of role. You’re siloed and likely missing many other relationships. This is especially important if your growth strategy includes expanding different products or services within your client base. ✅ Build your strategic alliances. This one strategy has made a significant difference in both the quality of my relationships and the quality of the opportunities I’m able to create. Do you have alliances outside of your organization, with other providers serving like clients? A way to begin is by creating a list of the tangential providers who sell non-competitive products or solutions to your clients and verticals. From there you can assess which ones are the most promising and begin building those relationships. ✅ Focus on deepening relationships with current clients. In the quest to always earn net-new clients, deepening relationships with current clients is often forgotten. But this can be the best source of continual, high-quality opportunities. One strategy is to create a list of your top ten clients and then create a relationship map for each one. See where you can uncover new relationships and new ways to serve that client. You’ll amplify your success with a client where you already have trust and credibility. ✅ Aim higher in the organization. You might be used to working in the middle of an organization, and in many cases that may be where your decision-makers are. But you can (and should) build awareness and relationships at the higher levels of an organization. Ways you might start this process include introductions on LinkedIn, sharing of research and insights that can improve their business, or a request for a higher-level leader to join your next account review or project meeting. To get started, choose one of your top clients and begin working through at least one or two of these strategies with that client in mind. It will undoubtedly open more relationships and also opportunities to serve your client and win high-value business. #ModernSeller #Sales #Relationships

A thought for the weekend around LinkedIn, networking and professional behaviour. There is a fine line between proactive business development and becoming overly persistent. Most of us understand LinkedIn is there to connect, collaborate and explore opportunities. I have absolutely no issue with somebody reaching out politely if they feel there may be synergies between firms or value for clients. Some very good relationships start exactly that way. But context, tone and timing matter. One message is networking. Repeated follow ups in a very short period can start to feel transactional rather than relationship led. The best professionals understand this balance. They do their homework. They personalise their approach. They respect people’s time. They understand that no response is sometimes just that, no response. And they recognise that trust is built slowly, not forced through repeated nudges. Ironically, the people who tend to build the strongest long term relationships are often the least aggressive in how they approach others. Professionalism is not just what we sell. It is how we behave. Particularly in relationship driven professions like wealth management, financial planning and professional services. There is also another side to this. As business owners and senior leaders, we should also remember that somebody reaching out politely is not doing something wrong. Putting yourself out there takes confidence. Not every approach will land perfectly. So perhaps the answer is balance, professionalism and a little emotional intelligence from both sides. Networking matters. Respect matters more. #LinkedIn #Professionalism #Networking #JustRob 🩵