Blog
Strategic Relationships and Social Capital in Times of Crisis
The disruption caused by the coronavirus is profound and far reaching. Effects may vary a bit by industry or location. But one thing we’re all experiencing together is the challenge –and opportunity– of staying connected. It is a reminder that we’re all...
Social Goal Setting Strategies for Modern Sellers
We know that Modern Sellers are Social. Building this skillset requires goal setting. Social goals have an element that makes them stand out: significance. Significance to you personally, and significance beyond you — for your clients, your organization, or your community.
To help spark your goal setting, I share some ideas in this week’s short video. Hint: The most important ingredient I’ve found to help me with goal setting is to dig into my motivation behind it. It’s the internal motivation that keeps me going with these significant goals.
Watch now to learn more.
Social Capital: A Mindset for Sales Success
What is social capital, and as a Modern Seller, why should you care? Social capital is the most valuable currency in the sales profession. I define it as the collective value of our networks, and the results we create with that value.
Don’t make the mistake of thinking this is just referring to your reach on social media. Social capital goes beyond today’s hyper-connectivity on social networks. It’s the strategic relationships that create mutual reward, results, and impact.
Now that you know what it is, let’s talk about building your social capital.
In The Modern Seller, I introduced a concept called the Social Framework. There are four elements to the framework: mindset, goals, network ecosystems, and habit. In this week’s video, we’ll learn about mindset piece of the framework, and three elements of that mindset: Leadership Identity, Trust and Generosity.
I invite you to watch it now.
How *Not* to do Social Selling
LinkedIn can be a powerful social selling tool. But as Uncle Ben said to Peter Parker in Spider-Man, “With great power comes great responsibility.”
When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. These tools are very effective for background research and opening doors for that next step in a conversation IF they are used effectively. When done wrong, this outreach can very quickly shut down a conversation and a potential relationship.
Not long ago, I received a message that I’d file under the social selling “done wrong” category. On the blog this week, I take a look at the message and share tips for how you can be sure to not make the same mistakes.
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