We have a webinar recording for you this week on the Sales Transformation Podcast. In ‘The Network Effect’ Phil was joined by Introhive’s Dr Ryan O’Sullivan and NTT’s Julia Munn to discuss how account managers can leverage their networks to generate more value.

The conversation focuses on three types of network: your network of contacts within your client’s organisation, the people you know from other departments in your own company, and everyone else you know externally. When nurtured and deployed correctly all these networks can help to massively grow your accounts.

Highlights include:

• [13:26] – Identifying the relationships you need to build is as important as nurturing existing ones
• [20:23] – Mapping people in your client’s business to people in your own
• [43:58] – Look to connect with Analysts who know about your client

You can find a recording of Ryan's talk from Global Sales Transformation XIX, which was mentioned during the webinar, on our YouTube channel. Ryan's book, Building B2B Relationships, is available to buy on Amazon. You can find out more about how Introhive can help you map and foster relationships with your clients on their website.

Connect with Philip Squire on LinkedIn

Connect with Ryan O'Sullivan on LinkedIn

Connect with Julia Munn on LinkedIn

Join the discussion in our Sales Transformation Forum group.

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