Strategic Networking with Industry Leaders

When I was VP Sales, my AE and I once flew with one of our investors to Japan to meet a late-stage prospect. We ended up closing a $1M deal (7x our ACV). Here are 6 ways you can use your network as a sales superpower: BACKGROUND: We knew our investor was connected in this deal. In fact, she opened the door in the first place. But most sellers would stop there. We didn’t. Throughout our 6-month sales cycle, she helped us; - Learn about the company and people - Get important internal feedback - Strategize our process - Build ROI scenarios and business case Then she FLEW WITH US TO JAPAN to help build a relationship with their executive team. The level of understanding we were able to build about their business was a HUGE advantage. Our ACV was $150K, but because of the connection we had… We were able to close a $1M deal. Of course, this was a dream investor and connection. But you too can find similar connections in your network. You just have to ask. ——— Executives at your target accounts are connected to people in Your Network. Investors, Board, Customers, Partners, Advisors, and Leadership. Here are 6 powerful ways you can use these networks in your deals: 1. Introductions The most obvious option, but surprisingly few sellers leverage it. Make sure you do the research, and map both your network and the connections in your accounts. Then reach out with the ask to either get a first intro or multithread. 2. Research Recently, we had an advisory board member who used to advise a CRO we’re selling to. We didn’t get the intro from our advisor, but we understood EVERYTHING we could throughout the deal. Their priorities, personalities, politics, how they make decisions, what’s top of mind now, etc. 3. Execution Your network might know your prospect’s business or the industry better than you do. They might be able to build an ROI model better than you. It could be executive decks, written business cases, or proposals. 4. Relationship-building People buy from people. And this is especially true for Executives who make decisions on large projects. They want to know they have someone they can trust, who can deliver and would be there for them if things don’t work. Your network could be a facilitator in building that relationship. 5. Problem-solving Deals always go south. You can do the obvious things like chasing with emails and value, or have someone check in for you and give you the inside scoop. 6. Closing Negotiating (especially high-stakes transactions) can be much more powerful with someone helping mitigate issues. A strong network can send messages and solve problems based on familiarity with the person/org. you’re selling to. TAKEAWAY: The better you are, the more you don't try to close deals. You build a strong internal and external network. You rally the troops to support you. You create a multiplying force for every step. Don’t try to be the hero closer. Be an orchestrator. Use your network.

While most executives have mastered the boardroom, many still struggle with digital influence. I've discovered that strategic podcast appearances deliver 10x the impact of traditional networking methods - without the awkward favor-asking. Why podcast guesting is the executive's secret weapon: - Share your hard-earned expertise with targeted audiences (establish thought leadership) -- Connect with industry peers and potential partners (expand strategic relationships) --- Generate premium content that elevates your professional brand (enhance digital presence) "But I'm not a media personality." Neither were most influential voices you hear today. Here's the executive's roadmap: --> Strategic Targeting: Identify podcasts where your leadership insights create genuine value. Focus on quality shows that reach decision-makers in your industry. ---> Compelling Positioning: Develop a tailored pitch highlighting your unique perspective and expertise. Research each show thoroughly to establish clear relevance between your executive experience and their audience needs. ----> Message Architecture: Structure your key insights for maximum impact. Prepare concise, valuable talking points that showcase your depth of knowledge while avoiding unnecessary complexity. -----> Meaningful Engagement: When your episode launches, personally respond to comments with substantive insights. LinkedIn's algorithm rewards early engagement, amplifying your visibility. ------> Professional Follow-through: Send a thoughtful note to the host afterward. Maintain the relationship for future opportunities without appearing transactional. -------> Content Optimization: Strategically repurpose your appearance across platforms. Extract key moments to create a content ecosystem that extends your thought leadership. Time-consuming? Certainly. ROI-positive? Demonstrably. For executives who recognize the value but lack bandwidth, Podding offers a complete solution. We handle the strategy, outreach, and optimization while you focus solely on sharing your expertise. The result: enhanced industry standing with minimal time investment. #ExecutivePresence #ThoughtLeadership #StrategicNetworking

Desi Atomic Habit Tip #2: Master the Art of Effective Networking "Rishte banao, sirf card nahi baanto." (Build relationships, don't just distribute cards.) In the bustling world of business, your network can be your net worth. But it's not about collecting business cards – it's about fostering genuine connections that can propel your career or business forward. Actionable Steps for Entrepreneurs & Young Professionals: ✅ Quality Over Quantity: Focus on making 2-3 meaningful connections at each event rather than trying to meet everyone. ✅ Follow-Up Mastery: Within 24 hours of meeting someone, send a personalized message referencing your conversation. ✅ Give Before You Ask: Offer value (insights, introductions, resources) before seeking favors. Here's how I've applied this in my entrepreneurial journey: 👉 Initiated monthly catch-ups with key industry peers, leading to collaborative projects. 👉 Created a 'connection nurturing' system in my calendar, ensuring regular touch-points with valuable contacts. 👉 Volunteered my expertise at startup events, expanding my network organically. 🎯 Result: A robust support system of mentors, partners, and potential clients, crucial for navigating the entrepreneurial landscape. Your Networking Challenge: This week, reach out to one person in your network you haven't spoken to in a while. Share an interesting industry insight or offer help with a project they're working on. How has strategic networking impacted your professional journey? Share your stories and tips below! Stay tuned for more entrepreneur-focused insights in the Desi Atomic Habits series! #DesiAtomicHabits #StrategicNetworking #Entrepreneurship #CareerGrowth #StartupTips

What's on my mind after Denver Start-Up Week: NETWORKING UP: HOW TO CONNECT WITH THE BIG FISH (WITHOUT BEING A BOTTOM FEEDER)    Networking – we love it or loathe it – but, either way, it’s unavoidable. And the really high stakes opportunities where you’re networking with a big kahuna can feel a lot like a sweaty upper lip and "Oh god, how do I talk to these people without sounding like a desperate fan?"   As someone who's fumbled her way through more networking events than I care to admit, here's what I do to connect with industry leaders without the cringe:   1.    The "Genuine Interest" Approach: Actually care about what they do. Revolutionary, I know.    2.    The "Value First" Strategy: Offer something before asking for anything. Even if it's just a relevant article or insight.   3.    The "Common Ground" Technique: Find shared interests beyond work. Maybe you both love obscure 80s movies or have a weird fascination with pigeons.   4.    The "Question Master" Tactic: Ask thoughtful questions. People love talking about themselves. Let them.   5.    The "Follow-Up" Rule: Send a personalized message after meeting. Reference something specific from your conversation. Show you were actually listening.   6.    The "Long Game" Mindset: Build relationships, not a contact list. Quality over quantity, always.   And remember, networking isn't about collecting business cards like Beanie Babies. It's about building genuine connections.

How to Find the Right Networking Events and Network Efficiently When I first came to the U.S. for my master’s, I kept hearing the same advice: "Networking is key." So, like many students, I started attending random events, meeting a few people, and—let’s be honest—enjoying the free food. But after a while, I realized that while I was showing up, I wasn’t really making progress. I was meeting people, but those connections weren’t leading anywhere. That’s when I changed my approach. Here’s what worked for me: ✅ Targeted Networking: Instead of attending just any event, I focused on those specific to the biotech and medical device industry. ✅ Pre-Event Research: Before going, I would look up the speakers, their companies, and what they were working on. This helped me move beyond small talk and have meaningful conversations. ✅ Follow-Ups That Matter: The real challenge isn’t meeting someone once—it’s staying in touch. After events, I would send a thank-you message mentioning something specific from our conversation. That made my outreach more personal and memorable. This shift in strategy helped me build long-term connections—people who eventually played a key role in my career. Now, when students ask me how to find the right networking opportunities, I recommend starting with events hosted by accelerators and innovation hubs. These are some of the best: 1. MassBio 2. Nucleate 3. Innovate@BU 4. MIT Biotech Group 5. MDG Boston 4. Venture Café Cambridge You can’t miss this event that is right around the corner! In June, the 'Festival of Genomics' is happening, and it’s a great opportunity to meet professionals and industry leaders. If you're serious about networking, make sure to check it out! If you found this helpful, follow me for more insights and share this with anyone who might benefit! #networkingevents #biotech #medicaldevices

Here's the networking mistake that's costing you opportunities. I had a coaching call recently with a brilliant finance professional who's been crushing his outreach game. He landed a second meeting with a senior executive at a top private equity firm. But then he said something that made me cringe: "I feel like I'm wasting his time since there's no clear agenda." Wrong mindset. This executive didn't agree to a follow-up meeting to be polite. She sees potential value in staying connected with you. Here's what most people miss about networking conversations: ❌ Don't ask "Are you hiring?" (They'll tell you if they are) ❌ Don't apologize for their time ❌ Don't treat it like a one-way favor Instead... ✅ Come prepared with thoughtful questions ✅ Ask about industry trends and other companies ✅ Offer to help them with introductions or insights The best networkers understand this: These conversations aren't about immediate job openings. They're about staying on someone's radar for when opportunities do arise. My client's executive contact will remember him when her team expands, when she hears about openings elsewhere, or when someone asks for a referral. That's how the game really works. Stop apologizing for building relationships. Start treating networking like the strategic career investment it is. What's the biggest networking mistake you've learned from?

This is the homework I’ve given to hundreds of senior executives over the years, to help navigate their next professional chapter: Step 1: Make a list of the people who’ve seen you in action and know your value. Reach out and say: “I’m exploring ideas for my next professional chapter. Since you know me well, I’d love to use you as a sounding board.” This invites a thoughtful exchange—not a favor. If they have leads or ideas, they’ll offer them. Step 2: Get clear on what you love doing and what you’re great at. That intersection is your sweet spot for fulfillment and impact. Step 3: Identify companies and roles that truly excite you. Then craft direct outreach to senior leaders—no job listing required. There’s a war for talent, and CEOs and CHROs are always open to meeting someone who can move the needle. Just be sure you can articulate your unique value: why you, why now, why them. #ExecutiveCareerStrategy #LeadershipTransition #CLevelNetworking #CareerGrowth #TalentStrategy #BoardReady #CareerAdvice #StrategicNetworking