There are people you know who can coach you along to win sales, and/or cross-sells, and/or point out high quality leads.
Sales people are reluctant or uncomfortable to ask others to make introductions for them – no matter how tight their relationship. In many selling situations they may even feel it’s unnecessary to move beyond their primary contact. What happens is the sales person gets stuck – stuck with a gatekeeper, or stuck with only one of the many decision makers. The results are limited information as to how to win the sale, loss of control to this contact, and no chance to make an impact on the other executives involved with the selection process.
So here are some tips to change this situation.