Psychology of Selling Risk Tom Cincotta State Manager Vic Tas CommInsure.
Social Selling with Tom Martin & The #BizHeroes Community
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Transcript of Social Selling with Tom Martin & The #BizHeroes Community
What is social selling and how doesit change the relationship betweensales & marketing departments?
Social selling is an approach to prospecting, nurturing and closingsales with self-educating buyers
Tom Martin @tommartin
Social selling is a merger. The power of social marketing reachwith smooth-talker, relationship-building qualities of sales.
Emma Cunningham @emmacunningham
If anything it helps merge both sales and marketing as they have tobetter work hand in hand to successful
Michael Mullady @atlscgrad
#Socialselling should bridge the gap between sales and marketing- they should work together for a cohesive social strategy.
Jessica Roberts @connect2life
Con't: ... requires Sales & Marketing to finally work in a trulyintegrated manner because Mkting & Sales roles change
Tom Martin @tommartin
Social selling is making connections & building relationships. Itbrings sales & marketing on the same team.
Teri Kojetin @terimkojetin
Social Selling is based on the power of Social Networks to improvethe brand to get sales
Alicia Rodriguez @aroru26
Marketing and sales departments will have to increase theircommunication because #socialmedia has changed everything
Cheval John @chevd80
Why isn’t social selling and socialmarketing the same thing?
To me social marketing is still outbound focused... social selling ismore inbound/seduction based
Tom Martin @tommartin
Social marketing is getting awareness & presence. Social selling isthe nitty gritty of making connections that count.
Teri Kojetin @terimkojetin
Social marketing is building the brand. Social selling is asking forthe money.
Steve Case @joebugbuster
Sales needs more leads. Mktg needs to know what works. Theytell each other but don't feel they get it.
Lisa Masiello @lisamasiello
Most sales folks tell me they don't need more leads, they needbetter ones
Tom Martin @tommartin
Social selling presenting the sales point straight away, no garnish.Social marketing building mutually beneficial relationships.
Madison Jones @madisonjoneshr
Ideally, I think those 2 should eliminate the divide. There should beminimal difference in message and scope.
Ben Phillips @benfigo
They're related but social marketing is informative social selling ismaking it happen.
AJ Borowsky @askwhatnext
Tell us about the science ofPropinquity, how does it factor into
social selling?
propinquity:[proh-ping-kwi-tee]
1. nearness in place; proximity.2. nearness of relation; kinship.3. affinity of nature; similarity.
4. nearness in time.
Propinquity - closer proximity of two people physically orpsychologically more likely they will become friends
Tom Martin @tommartin
Propinquity builds trust. Trust enhances social selling. They trustyou = referrals and repeat businesses.
Christine Chen @christine_chen6
You must be where your (potential) customer is.
Ben Phillips @benfigo
The closeness you have to your community in conversation. Areyou in or are you out?
Jessica Roberts @connect2life
100 yrs of rsch has shown Propinquity is the #1 predictive variableof relationship formation amongst humans
Tom Martin @tommartin
Staying close to someone and participating in the conversationsthey are having about your areas of expertise are key
Rachel Miller @rachelloumiller
Keep your friends close, and your customers closer! Makes sensewe're more likely to trust those who are in our inner circle.
Madison Jones @madisonjoneshr
Propinquity is what social is if done right! It's growingrelationships.
Teri Kojetin @terimkojetin
Does social selling compliment thetraditional sales process, or replace
it?
Social Selling is a compliment but can evolve into a replacement asa primary effort in some instances but not all
Tom Martin @tommartin
Social selling compliments the traditional sales process and canready a prospect for sale - can also replace for some biz
@outmarket
If sales as we know it as just selling something without beingfriendly with the customer, then social selling replaced it
Cheval John @chevd80
Social selling totally compliments traditional selling. But the scalesare tipping in social's favour
Lynne/CarlynServices @carlynservices
So far (last 5 yrs) has served me well... 25% yr/yr biz growth withno outbound/traditional cold calling efforts at all
Tom Martin @tommartin
Social selling compliments the traditional sales process, but cannotreplace it. Fundamentally same but diff skills.
Jaclyn Freedman @jacfreedman
1st, every sales VP and acct rep shld have a social sales person.That's biggest untapped opportunity for #b2b
Lisa Radin @milguy23
The traditional sales process compliments social selling - the ruleshave changed!
AJ Borowsky @askwhatnext
What is Aikido Selling?
aikido:[ahy-kee-doh; Japanese ahy-kee-daw]
1. a Japanese form of self-defenseutilizing wrist, joint, and elbow grips toimmobilize or throw one's opponent.
Aikido Selling is what we call our approach - based on martial art ofsame name - use attacker force against them. In Aikido Sellingattacker=self educated buyer. Need to help sales learn how to useself-education "against" themTom Martin @tommartin
Sales + Storytelling to destroy clients’ negative emotions and toattract them to our product
Alicia Rodriguez @aroru26
The epitome of creatively focusing on customers and solvingproblems. Turn a threat into an opportunity.
Ben Phillips @benfigo
Properly taught sales ppl understands customer needs before theirproduct. Aikido newfangled word for newbies?
Lisa Radin @milguy23
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