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Strategic Connections by Jim Wylde, André Alphonso, Lynne Waymon, Anne Baber

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5

Increase Your Social Acumen

Strategic Connections:Make Memberships Worthwhile

Sales Manager Sujata was shocked when she saw her sales team networking at an association event. The association’s members were the perfect clients for her company’s business services. But her salespeople were all together at one table, laughing, talking, eating, and drinking.

Later, Sujata asked them, “Why didn’t you mix and mingle and look for prospects?” One said, “I’ve only been with the company six months—I don’t know what to say.” Another said, “Everybody there knows what we do—they’ll let us know if they need anything.” Another said, “I don’t want to be too pushy. When they find out I’m a vendor, they clam up.” And one said, “I was going to talk with this ...

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