B2B Networking Strategies That Drive 85% of Revenue Growth

What if your next business breakthrough didn't come from another cold email or sales demo, but from a single, genuine conversation at the right networking event? In this episode of Predictable B2B Success, Vinay Koshy speaks with award-winning communicator, military veteran, and author of "Networking Unleashed," Michael Forman. Together, they dive deep into the secrets of transforming networking from a casual, often awkward ritual into a powerful, systemized revenue engine. Ever wondered why so many professionals dread networking, or why most companies still see it as a side activity rather than a strategic business driver? Michael Forman shares his journey from leading Air Force teams to mastering relationship-building in everything from graphic design studios to law firms, and uncovers why true networking is about giving, not getting. You'll discover actionable frameworks, the underrated art of listening, and a "secret sauce" for follow-up that nearly guarantees your efforts won't go to waste. Whether you're a sales pro, a B2B leader, or an introvert hoping to break out, tune in to learn how authentic connection and a few handwritten notes might be your biggest growth lever yet. Some topics we explore in this episode include: Networking's Impact on Business Growth: Why networking is crucial for profitability and long-term success.Networking vs. Traditional Sales/Marketing: The strategic value of networking compared to standard approaches.Core Networking Skills: Effective communication, listening, and a giving mindset.Systemizing the Networking Process: Steps to make networking a predictable revenue generator.The Power of Follow-Up: How personalized, prompt follow-ups (especially handwritten notes) make a difference.Using Technology for Networking: Leveraging CRMs and digital tools to track and manage relationships.Choosing the Right Events: Selecting networking events that attract ideal prospects and partners.Measuring Networking ROI: Different ways to evaluate the return on networking activities.Building a Networking Culture: How to embed networking into all parts of an organization.Mindset and Barriers to Networking: Overcoming resistance and fostering buy-in at all levels.And much, much more...