1. Be referable don’t gather contacts or push for referrals
2. Be interested not interesting
3. You can’t have 200 best friends – prioritize
4. Add value with your network
5. Bank your equity (with the right people)
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6. It’s a small town
7. Map and seek out the players
8. The more you give the more you get
9. Do your due diligence before you refer
10. Keep Promises, Follow-through
11. Be seen
12. Step it up every year
See More Articles on Sales NetworkingShane Gibson is a Vancouver-based International Speaker, author and Global Entrepreneur who has addressed several thousand people over the past thirteen years on stages in North America, Southern Africa and South America. He is quickly becoming known as one of Canada’s foremost speakers on the topic of sales performance. As a trainer, coach and motivational speaker he combines a diverse background in sales force leadership, new entrepreneur development and extensive sales and leadership coaching.
Shane is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.