Okay, first I enjoy networking at the core level which is all about being with other people and learning new and important information about people, old relationships and some limited corporate gossip.
Second, it helped build my business back in the 80’s and 90’s. Yet, those were different times and it was a lot simpler to make real business relationships while doing “community level” networking.
And, finally, it was a real opportunity to get introduced to other people in an organization through your new contact. In fact, this was a time when people actually answered their phone calls or returned your phone calls within 24 hours. How I loved those times in b2b sales.
Today, the business world is different, particularly if you are selling to larger organizations or even the aggressive mid-sized businesses within your local market. So, what has changed and how can you do better this year. There are three areas you must watch.