Revenade Sales Leaders discuss the importance of networking, especially during down times in the market.Transcript

Hello and welcome to The Sales Experience,

a podcast where we will share insights, lessons learned and best practices from

sales leaders.  Each session we will do

our best to provide experienced based information that you can immediately apply

to help your company grow its top line.----more----

My name is Sarah Lorhrmann and I’ll

be your host and moderator on your journey through the world of sales.  To kick things off today, I’ll be talking to

two of Revenade sales leaders about the ever increasing importance in building

your network but first let’s start with a brief look on this day in business

history where we highlight a key event that took place on this day.

 

On this day in history in 1996.  IBM’s Deep Blue computer became the first

machine to win a chess game against a reigning world champion under the regular

time controls.   The publicity that

surrounded this chess match was huge, although the world champion narrowly

edged out the computer four matches to two, IBM garnered a ton of media

attention and further established itself as a computer technology powerhouse.

 

Now I would like to take a minute

to introduce Scott Williamson and Tim Phillips from Revenade.  Scott Williamson is the founder of Revenade

and serves as the firms managing partner. 

For over 25 years he has helped companies throughout the world developed

and executes strategies that will accelerate profitable revenue growth.  His partner, Revenade, is none other than Tim

Phillips who serves as the managing director. Tim brings over 30 years of

professional leadership in executive expertise as well as a immeasurable

knowledge and expertise in the sales arena.  Thank you both so much for joining us today.

 

Scott:                Thank

you very much Sarah

 

Tim:                   Thank

you Sarah, it’s good to be here.

 

Sarah:                Scott and Tim, the current

market environment in Houston has really taken a turn recently, due to the

declining oil prices.  Businesses are

changing at rapid pace and individuals are quickly learning that they have to

rely on relationships now more than ever to help their businesses to continue

to thrive.  Can you guys talk to us a little

bit more about the significant impact you guys have seen in building your

customer network?

 

Tim:                   Yes,

that’s a great question Sarah and you’re exactly right, we have seen a

tremendous change in the Houston market, not only the Houston market but the

overall energy market globally, due to the recent decline in oil prices.  But in that everything in life is a cycle and

we’ve seen the boom bust cycle in this industry in particular probably every

seven years.  And I think the main thing

in looking at this is not in terms of how I do my network to take advantage of

it but really building a network with the minds eye to seeing the value in people

and how I can deliver value in helping other people try to achieve what they

want to achieve.  So networks, often

times people think well, I need to know all the different people in my industry

and they’re doing it from a really mercenary position.  What can I get out of it, Instead of how can

I help somebody else? 

                           Because

usually what you find is, if you can help somebody else that will come back

five or tenfold and now in a time when we are seeing reductions in force and

constrictions and contractions in the industry, people need help.  So always be on the lookout to help because

at the end of the day, businesses don’t do business with businesses.  People do business with people and if you

have a personal relationship with a person there is a much higher likelihood

that you’re gonna be able to do business with that person. 

 

Scott:                 Yeah, I

thing Tim brings up a really good point here. A clear network of people who will

just