Podcast Summary: “Networking to Make Your Next Big Deal”

Outside Sales Talk with Drew Sechrist
Date: October 2, 2024
Host: Steve Benson
Guest: Drew Sechrist, Co-founder & CEO of Connect the Dots

Main Theme & Purpose

This episode explores the art and science of networking for outside sales success. Guest Drew Sechrist shares his journey from landing a job at Salesforce with a single cold email to pioneering new ways of leveraging professional relationships through his company, Connect the Dots. The discussion focuses on foundational networking attitudes, practical approaches for relationship-building, and the evolving landscape of digital networking tools. Drew also gives hands-on, actionable advice for building strong, valuable networks and explains how tech can make meaningful introductions easier than ever before.

Key Discussion Points & Insights

1. Drew’s Origin Story: The Power of Reaching Out

• How Drew Joined Salesforce:
  • [01:45] Drew recounts cold-emailing Mark Benioff in 1999 after reading about Salesforce’s founding.
  • Quote: “My head almost exploded. I was like, that's the future.” — Drew ([03:00])
  • His story underlines the value of taking initiative and recognizing transformational opportunities.
  • Core Lesson: Sometimes “no-brainer” cold outreach can change your career, but new tech now enables warm intros (Connect the Dots aims to “make it so that you can see who in your network knows the people you're trying to get to so you don't have to send cold emails anymore”). ([01:45])

2. Foundational Attitudes and Skills for Networking

• Networking as a Lifestyle, Not a Transaction:
  • [07:45] Drew and Steve discuss that the best networkers are genuinely interested in others and always looking to help.
  • Quote: “When you're living your life, you're networking. We're social animals.” — Drew ([08:20])
  • Be proactively helpful, not only when you need something.
• Connector Mentality:
  • Drew self-identifies as a “connector” per Malcolm Gladwell’s The Tipping Point ([11:27]).
  • Quote: “If we can figure out, if I can figure out how to short circuit knowledge for you that’s going to make your life better and connections that are going to make your life better, then I'm all about it.” — Drew ([00:00]; repeated [11:31])
• Play the Long Game:
  • [15:04] “You got to think about it as like 0.1% of this is going to come back in some monetary way... 99.9 of what you're doing is you're just being a useful member of society.” — Drew

3. Building and Leveraging Your Network as a Team

• The “Cheat Code” of Relationships:
  • [17:53] At Salesforce, Drew learned leveraging internal connections (“connecting the dots”) helped jump “straight to third base” in deals.
  • Quote: “If you can find the right relationship, you just, you kind of wake up on third base.” — Drew ([18:02])
  • Your team isn't just coworkers, but includes advisors, investors, customers, friends, and family ([18:35]).
• Modern Challenges in Networking:
  • Decision makers are inundated with cold emails; knowing who to ask for introductions is more crucial now due to volume and AI ([23:00]).

4. Digital Networking Tools: The Promise and Pitfalls

• LinkedIn’s Evolution & Limitations:
  • [25:01] Steve and Drew note LinkedIn was originally useful for mapping genuine connections, but now large, diluted networks make warm intros challenging.
  • “You know the pain of it. The dance always goes like this: ‘Hey Steve, I see that you’re connected with Adam Johnson. Do you know him well enough to make an introduction for me?’... ‘Sorry Drew, I don’t really know Adam.’” — Drew ([28:53])
• Dunbar’s Number and Social Saturation:
  • After a certain size, it's impossible to know everyone in your network personally ([27:14]).
• Connect the Dots: New Solution
  • [34:35] Connect the Dots uses email and LinkedIn data to score real relationships within and across organizations; allows users to visualize networks, see relationship strengths, and request warm intros through verified contacts.

5. Practical Networking Advice

• Always Be Networking:
  • Don’t only network when looking for a job ([07:45]).
  • Take interest in people’s lives and goals; proactive help builds goodwill.
• In-person Networking Still Matters:
  • [45:00] Despite tech tools and remote work, face-to-face meetings, events, and shared experiences (e.g., bike rides, trade shows) remain “magical” for building trust.
  • Quote: “There's something magical about being together in person.” — Drew ([46:27])

Notable Quotes & Memorable Moments

• On Giving Without Expectation:
  • “You don't do it for a commission. I'm not doing that because... I hope everybody does that because then it's a better world.” — Drew ([11:31])
• Why Warm Intros Matter in 2023+:
  • “The number one thing is, do I know who this came from? If I don't... then it's just another cold email and I have to hit delete.” — Drew ([23:00])
• The Value of the Network:
  • “Your team can be pretty big even if you're a small company...if you add all those components.” — Drew ([18:35])
• The Limitation of Digital Networks:
  • “After [a certain] point, we all knew each other...and then gradually...I remember when that happened in the company's growth, there are people now walking around this office that I've seen and they appear to work here...but I would probably never know who they are.” — Drew ([27:24])

Timestamps for Key Segments

• [01:45] – Drew’s cold email to Mark Benioff; entering Salesforce
• [07:45] – The best and worst times to network
• [11:27] – The importance of “connectors” in networking
• [15:04] – Play the long game: value rarely comes back directly or immediately
• [17:53] – How strategic relationship mapping helped Salesforce
• [23:00] – Email overload and the higher stakes of cold outreach
• [25:01] – LinkedIn’s transformation and current shortcomings
• [34:35] – Connect the Dots: how it works and its practical benefits
• [45:00] – The unique value of face-to-face networking
• [53:09] – “Sales in 60 Seconds” rapid Q&A: avoiding transactional networking; in-person vs. online networking
• [62:12] – Steve’s summary of main takeaways

Practical Takeaways & Actionable Tips

• Always be building your network, not just when you’re job-hunting.
• Creatively connect people in ways that benefit them, not just you.
• Leverage your entire network: coworkers, clients, investors, friends, and family.
• Play the long game—networking is more about planting seeds than harvesting immediate rewards.
• Use new tools (like Connect the Dots) to see who your best intro path is, not just digital “connections.”
• Go to industry events and in-person meetups; digital tools are powerful, but in-person interactions forge the strongest relationships.

Where to Find More

• Drew Sechrist:
  • Website: CTD.ai
  • Email: drew@ctd.ai
    “You can reach me directly. If you cold email me though, it better be good. You can find people who know me and get a warm introduction to me.” — Drew ([66:50])

Tone & Style

• Friendly, story-driven, and practical—both guests and host use vivid real-world examples, humor, and relatable anecdotes to demystify networking.
• The conversation blends tactical sales advice with broader wisdom about living a connected, meaningful life.

This summary captures the original language, flow, and major insights from both Steve Benson and Drew Sechrist, ensuring that listeners and non-listeners alike can benefit from the hands-on networking wisdom delivered in this engaging episode.