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Miller Heiman Probes into the Potential Impacts of Social Networking on Sales

RENO, NV -  January 16, 2007  -   In an interview with Hoover's president, Paul Pellman and Visible Path founder and CEO, Antony Brydon, Miller Heiman explores the potential benefits of social networks when applied to sales. A social network maps the relationships between individuals, indicating the ways in which they are connected through various social channels ranging from casual acquaintance to close familial bonds. Young people already make regular use of social networking sites on the internet to kick-start personal relationships, and this skill can be used to enhance their sales strategy.

Brydon and Pellman argue that social networking can be a powerful tool in building relationship capital in sales. Brydon asserts that the main impact of social networking on sales is in helping salespeople gain access and accelerate opportunities through connections they have but that they might not know about. Pellman adds that the more you can leverage different relationships, the better able you are to find the right path into the prospective organization. In fact, Visible Path research has shown that a trusted introduction means a salesperson is 12 times more likely to get a meeting and four times more likely to have a call returned.

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About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.