Ed Weeks Jr. explains how to make introductions that actually move deals forward. Before connecting someone, verify the decision owner can drive the next step. Know who else owns the decision and what happens if the primary path stalls.
Before you route the relationship, ask whether the owner can still see the next decision. Owners do not need more introductions. They need introductions that can still produce a decision if the first path fails. The discriminating question is this: If this stalls, who still owns getting me to a decision, and what did we agree happens next? Owners do not need more introductions. They need introductions that can still produce a decision if the first path fails. I'm Ed Weeks Jr. More at edweeksjr.com.
