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Network Intelligence Survey: Relationships Drive Sales Success, But Obstacles Keep Sellers From Making The Most of Them

Jon Itkin
December 7, 2021
Network Intelligence Survey: Relationships Drive Sales Success, But Obstacles Keep Sellers From Making The Most of Them

Being a research nerd, I love a good survey as much as anybody. But being a product marketer, I’m single-mindedly obsessed with understanding how to help people solve problems. 

So I was thrilled to partner with my colleagues here at Connect The Dots on a survey digging into what sellers think about their professional networks and how they feel about their ability to make the most of them.

More than 350 salespeople filled out our survey, which ran in November of 2021. 

The takeaways were enlightening and sometimes surprising.

Here are some of the most important things we learned:

Sellers think their networks are great, but their ability to tap into them isn’t

We learned that while sellers generally think they have good professional networks, the majority agree that keeping up with contacts and making effective use of relationships to drive sales is a challenge.

Just keeping up with contacts is a big challenge

Sellers agreed that it’s not easy to stay in touch with contacts by email, and that job changes—both for themselves and their connections—are a big reason why.

Warm introduction requests are a trouble spot and an opportunity 

Sellers reported big challenges when they ask for warm introductions, but that better ways to request them would have a big impact. 

Strong networks drive career and performance success

Respondents strongly agreed that when sellers have strong connections and can use them effectively, it makes a difference.

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