shutterstock_313123559

Want to start your customer relationships off on the right foot? Seeking to impress and not offend? Are you forced to play the prospecting volume game?

Transformation Required

The chaotic business and digital environment makes it hard for buyers with a problem and sellers with a solution to connect. Buyers have too many options to sort through and sellers —   using traditional phone and email prospecting models — are not breaking through.

Relationships Matter

Adopting a Social Selling strategy can help you find the right prospects, learn more about their interests and intent, and plant the seeds of a fruitful relationship. (Your meeting conversion rates will skyrocket.)

Social Selling is the most efficient, scalable and high frequency way to build relationships and communicate when real-time interaction is simply not feasible or no longer effective.

Embedded below is the 5 R framework you can use to convince your VP of Sales that cold-calling is not only offensive — it’s dead.

The 5 Rs of Social Selling explained in the SlideShare are:

  1. Reach
  2. Relevance
  3. Response
  4. Recognition
  5. Relationships

Please let me know if you need any help driving a change agenda.

Jeff Leo Herrmann

About Jeff Leo Herrmann

With a commitment to constant learning, leadership development, and teaching, I am fortunate to have a live laboratory to experiment in every day as the Chief Strategy Officer of Fathom and Show Runner for our content platform, Creating Your Unfair Advantage.Living at the intersection of Content Marketing and Social Selling enables me to be a resource to both Sales Executives and CMOs alike because I understand the dynamics of their relationship.You won't find a bigger content marketing zealot with an intense belief that brands are better off engaging their audiences with educational and entertaining content instead of blasting them with massive traditional advertising campaigns. This perspective is well informed after a 15-year career at The Nielsen Company spent in audience measurement and advertising effectiveness.As a Boomerang back to NE Ohio after 15 years split between Chicago and New York, and my time on the speaker-circut presenting in San Francisco, Los Angeles, Tokyo, London, Barcelona, Munich and Milan, I have an intense appreciation for work-life synergy and the power of virtual work environments. I am also thankful for the analytical rigor of my MBA program at the University of Chicago, Booth School of Business.

Leave a Reply