Social Selling with Tom Martin & The #BizHeroes Community
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Social selling integrates sales and marketing by fostering collaboration and communication, using social networks to build relationships with self-educating buyers. This approach enhances trust and rapport through propinquity, suggesting that proximity and shared conversations lead to better connections and increased sales opportunities. While social selling complements traditional sales processes, it may also evolve to replace them in certain contexts, emphasizing the need for adaptive sales strategies.
![propinquity:
[proh-ping-kwi-tee]
1. nearness in place; proximity.
2. nearness of relation; kinship.
3. affinity of nature; similarity.
4. nearness in time.](https://image.slidesharecdn.com/socialsellingwtommartin-141120030021-conversion-gate01/85/Social-Selling-with-Tom-Martin-The-BizHeroes-Community-10-320.jpg)
![aikido:
[ahy-kee-doh; Japanese ahy-kee-daw]
1. a Japanese form of self-defense
utilizing wrist, joint, and elbow grips to
immobilize or throw one's opponent.](https://image.slidesharecdn.com/socialsellingwtommartin-141120030021-conversion-gate01/85/Social-Selling-with-Tom-Martin-The-BizHeroes-Community-17-320.jpg)
Social Selling with Tom Martin & The #BizHeroes Community
- 3. What is social selling and how does it change the relationship between sales & marketing departments?
- 4. Social selling is an approach to prospecting, nurturing and closing sales with self-educating buyers Tom Martin @tommartin Social selling is a merger. The power of social marketing reach with smooth-talker, relationship-building qualities of sales. Emma Cunningham @emmacunningham If anything it helps merge both sales and marketing as they have to better 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
- 5. Con't: ... requires Sales & Marketing to finally work in a truly integrated manner because Mkting & Sales roles change Tom Martin @tommartin Social selling is making connections & building relationships. It brings sales & marketing on the same team. Teri Kojetin @terimkojetin Social Selling is based on the power of Social Networks to improve the brand to get sales Alicia Rodriguez @aroru26 Marketing and sales departments will have to increase their communication because #socialmedia has changed everything Cheval John @chevd80
- 6. Why isn’t social selling and social marketing the same thing?
- 7. To me social marketing is still outbound focused... social selling is more inbound/seduction based Tom Martin @tommartin Social marketing is getting awareness & presence. Social selling is the nitty gritty of making connections that count. Teri Kojetin @terimkojetin Social marketing is building the brand. Social selling is asking for the money. Steve Case @joebugbuster Sales needs more leads. Mktg needs to know what works. They tell each other but don't feel they get it. Lisa Masiello @lisamasiello
- 8. Most sales folks tell me they don't need more leads, they need better 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 be minimal difference in message and scope. Ben Phillips @benfigo They're related but social marketing is informative social selling is making it happen. AJ Borowsky @askwhatnext
- 9. Tell us about the science of Propinquity, how does it factor into social selling?
- 10. propinquity: [proh-ping-kwi-tee] 1. nearness in place; proximity. 2. nearness of relation; kinship. 3. affinity of nature; similarity. 4. nearness in time.
- 11. Propinquity - closer proximity of two people physically or psychologically more likely they will become friends Tom Martin @tommartin Propinquity builds trust. Trust enhances social selling. They trust you = 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. Are you in or are you out? Jessica Roberts @connect2life
- 12. 100 yrs of rsch has shown Propinquity is the #1 predictive variable of relationship formation amongst humans Tom Martin @tommartin Staying close to someone and participating in the conversations they are having about your areas of expertise are key Rachel Miller @rachelloumiller Keep your friends close, and your customers closer! Makes sense we'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 growing relationships. Teri Kojetin @terimkojetin
- 13. Does social selling compliment the traditional sales process, or replace it?
- 14. Social Selling is a compliment but can evolve into a replacement as a primary effort in some instances but not all Tom Martin @tommartin Social selling compliments the traditional sales process and can ready a prospect for sale - can also replace for some biz @outmarket If sales as we know it as just selling something without being friendly with the customer, then social selling replaced it Cheval John @chevd80 Social selling totally compliments traditional selling. But the scales are tipping in social's favour Lynne/CarlynServices @carlynservices
- 15. So far (last 5 yrs) has served me well... 25% yr/yr biz growth with no outbound/traditional cold calling efforts at all Tom Martin @tommartin Social selling compliments the traditional sales process, but cannot replace 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 rules have changed! AJ Borowsky @askwhatnext
- 16. What is Aikido Selling?
- 17. aikido: [ahy-kee-doh; Japanese ahy-kee-daw] 1. a Japanese form of self-defense utilizing wrist, joint, and elbow grips to immobilize or throw one's opponent.
- 18. Aikido Selling is what we call our approach - based on martial art of same name - use attacker force against them. In Aikido Selling attacker=self educated buyer. Need to help sales learn how to use self-education "against" them Tom Martin @tommartin Sales + Storytelling to destroy clients’ negative emotions and to attract them to our product Alicia Rodriguez @aroru26 The epitome of creatively focusing on customers and solving problems. Turn a threat into an opportunity. Ben Phillips @benfigo Properly taught sales ppl understands customer needs before their product. Aikido newfangled word for newbies? Lisa Radin @milguy23
- 19. Learn more about Tom's techniques: Buy his book. (It Rocks!):