Developing a trusting relationship is a key to success in sales, but how do we ensure we have a pipeline full of folks who already know, like and trust us? To find the answer, we sat down with Michael Lange, the VP of Sales at Ferrara Logistics Services and former Navy Seabee. He showed us how to systemize and scale building and leveraging a personal network for consistent business success. Whether you're a sales aficionado or a budding professional seeking to elevate your networking game, you'll want to unravel the secrets to simultaneously creating lasting connections and a fuller pipeline. It's all in this week's Bulletproof Selling podcast!