business relationships that last: 5 steps to transform contacts into high performing relationships

w w w . l a n d s l i d e . c o m Building World Class Sales Organizations

© Relational Capital 2009. All Rights Reserved

Creating Relational Capital

Ed Wallace – The Relational Capital Group

Building World Class Sales Organizations


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“People buy from people they

_________________________________!”



Strategic Paradox

• 88% of executives – relationships are the key to success

• <5% “think about strategically”Source: Candice Bennett and Associates



Relational Capital

• The “distinctive value” created by people in a business relationship

• “the little extras…”



Essential Qualities of Relational Capital

Credibility

IntegrityAuth

entic

ity

RelationalCapital



5 Steps to Transform Contacts into High Performing Relationships

• Establish Common Ground• Display Integrity and Trust• Use Time Purposefully• Offer Help• Ask for Help



RC Value CreationTM Process

Offer Help

Ask for Help

Establish Common Ground

Display Integrity & Trust

Use Time Purposefully



RC Value CreationTM Process

Acquaintance



Purposeful Use of Time

Offer Authentic Help

Help Requests



Offer Authentic Help

Purposeful Use of Time

Professional Peer

Help Requests

Respected Advisor



Max’s Approach = Real Business Performance!

• Customer loyalty• Increased revenue per ride• More frequent trips• Competitor proof

YOU CAN BEGIN THIS WORK IMMEDIATELY!!!!



Think “relationship first” during all

of your interactions!!!



Throughout his twenty-five-year career as a number-one sales producer and vice president of business development for a firm that grew from $1 million to over $120 million in revenue, Ed Wallace learned that creating outstanding business relationships is the true secret to success.

In his most recent book, Business Relationships That Last (Greenleaf, 2009), Ed illustrates his relationship-building principles through real-life stories, examples, and insights gathered from his success as a sales leader, and shows his readers how to establish and maintain successful business relationships.

Ed was a Teaching Fellow at Drexel University's College of Business, where he earned his MBA, has a B.S. in Accounting (cum laude) from Villanova University, and a CPA designation in the State of Pennsylvania. He is currently on the advisory board of DeVry University.

Ed resides in Philadelphia with his wife Laurie and their two children.

Meet Ed Wallace



Customizable Sales Process by Industry, Sales Culture, Product and Mode

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Selling and Conversation Tools Monitoring and Research Tools Buyer Management Tools

Outsource Data Entry to a Sales Assistant Expert Guidance during the Sales Cycle Pipeline Management Support

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Landslide Industry Recognition

• Gartner Group • “Magic Quadrant 2009 - Visionary Sector”• “Magic Quadrant 2008 – Visionary Sector”• “Magic Quadrant 2007 - Visionary Sector”• “Cool Vendor of the Year 2007”

• Frost and Sullivan • “Innovation of the Year 2007”

• Small Business Technology Magazine• “Product of the Year 2007”

• CRM Magazine Award• “One to Watch 2008”• “One to Watch 2007”



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