In this third instalment of The Four Networks of Sales, we move past the buying stage to another member of the sales team—the customer success manager, who is responsible for ensuring that the client is able to get the maximum value for their purchase, and has a positive experience with the product. The customer success manager ensures that the client is...

In this four-part series, we examine the professional networks of four different sales professionals. Using LinkedIn’s vast network data of over 690 million users, we took random samples of sales professionals in the prospecting, nurturing, maintaining, and leading functions, then set out to analyse the uniqueness of their professional networks that make them...

Whether our work allows us to operate in a physical or a virtual environment, professional networking platforms are an integral part of the selling process. A basic understanding of professional networks can empower sales professionals to work smarter and more effectively in strengthening their relationships with customers. In this four-part series, we examine...