I was watching a show on one of the discovery channels about the science of 6 degrees of separation. I was surprised to find out this theory goes back before Kevin Bacon. The idea dates back to a 1967 experiment by Stanley Milgram, who tried to determine how many acquaintances it would take to pass a letter between two randomly selected people. The result is it took six steps or fewer to bridge the gap between any two people. Since 1967, there have been various groups of mathematicians and scientists who have worked to prove this theory.

So, how does this apply to business and sales?

Well, whether or not the scientists prove this theory, we can still leverage the concept in our businesses especially with tools out there like Linkedin and Twitter. For many of my clients, the challenge is getting in front of key decision makers to begin a sales dialog to sell their products or services. However, your connections to key decision makers may not take an obvious path. For example, if you want to reach the Director of Marketing at a company like Yahoo, you may be able to leverage relationships around you that you wouldn't normally think of. You neighbor's uncle's wife's hair dresser may have gone to high school with the Director of Marketing at Yahoo. This would be a great way to get an introduction to this decision maker.

When I was in corporate sales, we did not have tools like Linkedin or Twitter. This makes it even easier than the scenario above. Look through your connections to see who they are connected to and ask for introductions. People are always eager to help. Once you get that introduction, set up meetings either by phone or face-to-face.

Once you get these meetings, it will be important to be prepared with your sales skills. You will want to make the right impression and start your sales dialog off with a bang!