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The Long Game: Building Relationships That Pay Off Years Later
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Today, we’re talking about how building real relationships now can mean big wins later, or in other words the magic of playing the long game in sales. (Spoiler: It’s not about being a robot or sending 1,000 cold emails a day.)
In Today’s Jam
Sales Tip Of The Week: Time Management
The Sales Lab: How to Build Relationships That Last
Weekly Poll: How Do You Build Relationships in Sales?
Sales Q&A: Why Prospects Don’t Buy
Grab these follow-up templates
Sales Clip Of The Week: Relationship Issues?
The Sales Lab🔬: How to Build Relationships That Last
The best relationship builders don't just think about today's sale. They think about the lifetime value of every connection.
The best salespeople aren’t the ones who close the fastest. They’re the ones who keep showing up, even when there’s no deal in sight.
Here's how to master the long game without sacrificing short-term results 📈
Here’s how to play the long game:
Start with the End in Mind
The best relationship builders don't just think about today's sale. They think about the lifetime value of every connection.
That means asking yourself: "What could this relationship look like in 5 years?"
Will a marketing manager become a VP?
Will the VP go to a different company?
What about you?
The connections you make, the value you create, and the way you make people feel interacting with you pays dividends.
Give Without Expecting and Become A Resource
Stop thinking like someone who sells stuff. Start thinking like someone who solves problems.
Share a helpful article.
Make an intro.
Offer advice.
Do it because you care, not because you want something right now.
And people can tell when you have a motive.
When they finally have budget and need, guess who they'll call first?
Stay In Touch
Here's a simple framework for staying top-of-mind without being annoying:
Touch 1: Congratulate them on company news or personal achievements
Touch 2: Share a relevant industry report or insight
Touch 3: Make a valuable introduction to someone in your network
Touch 4: Invite them to an industry event or webinar
Touch 5: Check in with a simple "How's business?" message
Spread these touches over 6-12 months. Then repeat.
The Network Effect
Long-term relationship building creates a snowball effect.
Your relationships can refer you business, that new business can refer you business.
Big networks offer big rewards.
“It’s not what you know - it’s who you know”
But this only works if you're genuinely helpful, not just transactional.
How do you build your relationships in sales? |
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It’s Time For That Dream Sales Job…💼
Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.
Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.
Game Changers of the week🔥
3 Reasons Most Value Propositions Fail and What to Do About It
Most value propositions are boring, generic garbage that make buyers' eyes glaze over—here's how to build value propositions that actually work and compel prospects to buy.
Follow-Up Email Templates That Actually Work
Instead of sending another "just checking in" email, use these proven follow-up templates that focus on providing value and addressing specific pain points to re-engage prospects effectively.
How to Turn Networking into Prospecting
Learn how to transform networking efforts into real sales opportunities by focusing on building genuine relationships and serving others rather than pitching immediately.
Sales Scene of the Week🎬
Relationship Issues?
What did you think of this newsletter? |