Showing up in rooms without an immediate payoff can outperform a sales team, over a long enough timeline.
observation — attributed to Jaclyn Bernstein
Told repeatedly by peers that Empire Force needed a sales team, Bernstein has never accepted the premise. I hate the word sales, she says, describing her actual method as an instinct for showing up in the right rooms and talking to whoever is standing in them, not because it generates business that day, but because it might generate something better years later: a vendor who answers at midnight, a favor returned a decade on, a network dense enough that a stranger in another city can vouch for her by name. The observation is that relationship density, compounded slowly with no immediate transaction attached, can outearn a conventional pipeline over a long enough horizon.
For businesses that assume relationship-building without an immediate deal attached is time poorly spent.
relationship-building, long-horizon-thinking, sales-philosophy, networking