Strategic Sellers Identify and Build High-Impact Relationships

In part two of this Strategic Selling Series, I’ll share ways you can build high-impact relationships, whether they’re specific to an opportunity, or they’re part of your greater network. Your ability to build relationships is foundational to your success with client growth. For the first article in the series, I covered why you need advisory business intelligence to grow your client base and several strategies to help you build it.
We’re in a world extremely connected through technology. We can find virtually anyone and begin to build a picture of the organization in a few keystrokes. But sellers and business developers often mistake connections for relationships. Or they build relationships only where they’re comfortable, whether that’s with a certain department, role, or leadership level.
What are some specific ways you can be thinking differently about relationships and how you build them?
Map out the relationships you have for a specific opportunity. I do