When I interview great salespeople, there's clearly one thing that they do better than most salespeople.

And today is another one of those cases.

Each rep has found a superpower, and this rep's superpower is his ability to network.

And today we have tools, capabilities that we haven't had before.

When I got into sales way back when the dinosaurs roamed the earth,

all we had was paper.

We had books.

And there was some electronic services, but they were insanely expensive. And everyone knew your

network was your net worth. And I had friends who were connectors. And if you've ever read

Malcolm Gladwell's book, The Tipping Point, one of the key personas is the connector. Somebody who knows a lot of people, who can introduce a lot of people, who tends to be the center of a social network.

And today, we all can be that. We all can be a connector. But it's counterintuitive. Like most things in sales,

it's counterintuitive, meaning that we tend to do it when we need it, when we want it,

when we're out of a job, when we need to get into an account, when we need help. And then we're

begging instead of exchanging, instead of compounding,

what we're doing is asking for help, trying to explain what we're trying to do, and we're

pitching. And the thing is, everyone's sick to death about pitching.

In sales, we have to be putting these deposits, these gives, all along the route,

so that when we come back and we need them, people know who we are and want to help us.

And start the conversation, get the meeting.

I teach people how to do this at scale.

In 2003, LinkedIn came out.

And I saw the potential.

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