art of relationship capital social selling for b2b leaders

The Art of Relationship Capital

Social Selling

Social Selling

Social Selling Anatomy Of A

B2B Decision Maker

Social Selling Anatomy Of A

B2B Decision Maker

Secret of Relationship Capital

Social Selling Success?

What is Relationship Capital

(RC)?

Your Brand Promise

Your Behavior

Your Reputation

What is Relationship Capital?

Consider these 2

Statements1. The Sales & Marketing Process has

Forever Changed. If you do not adapt, your social savvy competitors will leave you and your quota in the dust.

1. If you want to gain new customers, there is only one-way to reach them today and that is by aggressively selling them though social channels.

Social Selling

EXAGGERATION

AGGRESSIVELY

SELLING

THROUGH

SOCIAL

CHANNELS

Social Selling TRUTH

1. The Sales & Marketing Process has Forever

Changed. If you do not adapt, your social savvy

competitors will leave you and your quota in the

dust.

Social Selling is the…

• IDENTIFICATION

• TARGETING

• REACHING OUT TO PROSPECTIVE and EXISTING CUSTOMERS

Social Selling is NOT

• Buying a List of Leads and Calling

Everyone

• A Disruptive Process “Pushing

Out” Marketing Messages

• LEAD SCRAPING

Social Selling is a Consultative

Sell

• It is a Very Soft Sell

• Being More Social

• Listening

• Conversing about the

Customer’s Needs and MUCH

LESS about OUTRIGHT

SELLING

Fishing in Social Ponds

Social Selling Ponds

Primary Social Selling

Ponds

Social Selling Ponds –

Visual Networks

Social Selling Ponds - Blogs

Social Selling Ponds –

Online Communities

Social Selling Ponds –

Answer Hubs and Groups

Social Selling Ponds –

Online Media & News Sites

Social Selling is a Team

Sport

Speaking a New Language

Rule #1 Be

Genuine

Rule #2 LISTEN, LISTEN,

LISTEN

Rule #3 Be Responsive

Rule #4 Follow The Leader

Rule #5 Tailor The Conversation

Rule #6 Be Helpful

Rule #7 Identify the Enter and Exit Signs

Rule #8 Maintain the Separation

of Professional & Personal

Rule #9 Be Consistent

Rule #10 Admit When You’re Wrong

Measure and Track Your

Klout

Social Selling Success is about

Growing Your KLOUT

PETER CASHMORE

TOP TECH Executives Klout Scores

GUY KAWASAKI

MARK ZUCKERBERG

SETH GODIN

JOE FERNANDEZ

BIZ STONE

Social Selling Success is about

Growing Your KLOUT

Social Selling Success is…

Social Selling Success is

about Getting “K.L.T.R.”

KNOWN

LIKEDTRUSTED

REFERRED

Thank You