TRP 005: How to crush virtual networking with Mike Regina

06/24/20 • 28 min

The Rainmaking Podcast

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TRP 04: Pivoting Your Sales Efforts into a Sales Strategy that Works with Doug Wendt

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, business growth strategist and co-founder of Wendt Partners, about how professionals can pivot their sales efforts into a structured, scalable sales strategy. Doug shares insights from over 25 years of experience in enterprise sales, emphasizing that sales growth isn’t just about acquiring new clients—it’s about maximizing existing relationships, leveraging referrals, and optimizing untapped revenue opportunities. He explains how many businesses overlook 70% of their potential revenue by failing to engage their current customer base effectively.

Key topics include the concept of the considered sale—a relationship-driven sales process that builds trust over time, the importance of segmenting contacts into categories (strategic clients, past clients, referral partners), and using CRM tools like HubSpot to streamline business development efforts. Doug also shares tactical steps for professionals looking to transition from in-person networking to digital relationship-building, including hosting virtual meetings, providing valuable insights instead of sales pitches, and proactively reconnecting with past prospects. He offers a three-step framework for getting started: configure (set up a CRM system), create (develop valuable content for engagement), and convene (host conversations that foster connections). This episode delivers actionable strategies for professionals looking to refine their sales approach and generate consistent revenue growth.

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Doug Wendt is the co-founder and Chief Growth Officer for Wendt Partners, with offices in New York, Philadelphia and Baltimore/Washington. Doug developed the Wendt Partners business growth consulting model through nearly 25 years of experience across the professional services, enterprise software, electronics, aerospace and quality systems fields including worldwide management of new product launches, channel sales and technology marketing. Doug studied professional writing at Baylor University, then received his B.A. in Philosophy from Franciscan University and Master of Arts in Public Communication, summa cum laude, from The American University (Recognized by PRWeek as one of the Top 5 in the U.S.).

http://www.wendtpartners.com/

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Next Episode

TRP 06: Who's In Your Room? with Ivan Misner

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Ivan Misner, founder and Chief Visionary Officer of BNI (Business Network International), about the power of strategic networking and relationship-building for business success. Dr. Misner, often called the "father of modern networking," shares insights from his book Who's in Your Room?, which explores how the people we allow into our lives influence our decisions, success, and overall happiness. He explains that networking is not just about making connections but about surrounding yourself with the right people—those who align with your values and contribute positively to your growth.

Key topics include the "Room Concept," a metaphorical way to think about networking and personal relationships, and the role of the Doorman—a mental filter that helps professionals decide who to let into their lives and businesses. Dr. Misner discusses deal-breakers in professional and personal relationships, emphasizing the importance of defining clear values to build a high-quality network. He also shares practical strategies for managing difficult relationships, setting boundaries, and saying no without damaging connections. Additionally, he provides an overview of BNI's global networking system and how professionals can use structured referrals to grow their businesses. This episode offers valuable strategies for professionals looking to build stronger, more intentional networks that drive long-term success.

Visit: therainmakingpodcast.com

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Dr. Ivan Misner is the Founder & Chief Visionary Officer of BNI, the world's largest business networking organization. He has been called the "father of modern networking" by CNN and one of the “Top Networking Experts to Watch” by Forbes. He is a New York Times Bestselling author who has written 22 books and is a columnist for Entrepreneur.com.

He has been named Humanitarian of the Year by the Red Cross, is the recipient of the John C. Maxwell Leadership Award and is the Co-Founder of the BNI Charitable Foundation.

https://ivanmisner.com/

https://ivanmisner.com/books/

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