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The Social Selling Blog

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on March 2, 2015

More Than Just Introductions

Relationship mapping and social selling are starting to become hot topics, as everyone is looking to get a competitive edge. It has led to the popularity in the business world of social networks like LinkedIn, Facebook, and Twitter as people try to figure out who they know that knows someone that might be interested in their business.

It has also led to companies such as Introhive, who go beyond the relationship mapping of just social connections by also incorporating those connections found in email, meetings, and mobile. No matter where the connection is, these powerful relationships can be leveraged for much more than simply asking for a warm introduction to someone.

Here’s how Introhive helps:

Collaboration & Insight
Many Introhive clients leverage existing relationships through intelligence gathering from colleagues of theirs who might have inside information about a particular prospect or company. This intelligence can be leveraged during the RFP-crafting process, or ny simply having the intel in your back pocket as you head into an important meeting or demo.

Relationship Trending
Not all relationships are built the same. Because of this, we’ve built relationship intelligence into our platform to give an indication of how well someone knows someone else. First off, this gives you an indicator of the likelihood that a person can provide you with an introduction, or, at the very least, with some deep insights into the account. Secondly, by rolling up the scores of all the connections inside a particular account, not only can you can see how well your overall company is connected to other organizations, you can also see whether that relationship is trending in a positive or negative way.

Account Sponsorship
Relationship selling isn’t just limited to the sales team. Executive teams and board members typically have deep and important relationships at a number of organizations. Identifying these relationships can help account planning, as you determine which executives and/or board members might be the best fit as an executive sponsor on a particular account. See which execs not only have relationships inside a particular account, but identify the departments, title level, and relationship strength of each to make sure you can make strategic decisions when it comes to assigning members of your team to the best accounts.

These are just a couple ways companies are using relationship mapping with Introhive to go beyond simply asking for an introduction. Have we missed any? We’d love to hear of other ways you are using relationship mapping to further your business.

on January 8, 2015

Come join our QA team!

Love technology? So do we! Introhive is looking for a Technical Support QA Analyst to join our fast-paced development team in Fredericton, NB.

The ideal candidate will be highly motivated and a team player. Post-secondary education is a must. Knowledge of Windows OS, Exchange, Domino, ActiveDirectory, and AWS is preferred.

Interested candidates can submit resumes to info@introhive.com.

on November 18, 2014

Come Join Our Team

Introhive is looking for a Marketing Content Coordinator to join our exciting and rapidly growing team in either Fredericton or Halifax.

Working closely with sales, marketing, and key stakeholders the successful candidate will be responsible for the creation of marketing materials, RFPs, and various presentations. The successful candidate will also be responsible for the development, expansion, and maintenance of Introhive’s social media presence.

The right candidate for this position has 1-3 years of experience with strong written and verbal skills. A background in marketing, communications, or PR is preferred.

Interested candidates should email their resume to Dan Stratton at dan.stratton@introhive.com.

on October 6, 2014

EY Emerging Entrepreneur Award

EOY Recipient Banner

Introhive is pleased to announced that its co-founders Jody Glidden, Stewart Walchli, and David Alston were awarded the EY Emerging Entrepreneur 2014 Atlantic Award. We are very proud to be recognized by EY with this award and would like to thank EY, the Introhive team, as well as our customers and investors. Full details of the EY awards can be found here: http://www.ey.com/CA/en/Newsroom/News-releases/2014-EOY-Atlantic-Winners.

on August 21, 2014

Introhive Takes on the ALS Ice Bucket Challenge

Introhive ALS Ice Bucket Challenge

By now we’re sure you’re familiar with the ALS Ice Bucket Challenge. Individual members of Introhive were being called out, so we decided to take on the challenge as a group. You can watch the video below.

Now we’re calling on our friends at Blue Spurs, Orangesprocket, and Planet Hatch to take up the challenge. You’ve got 24 hours!

And of course, most importantly, we’d like to see everyone visit http://www.alsa.org/donate to donate some money and help rid the world of ALS.

on July 9, 2014

Why Social Selling Is A Must-Have Skill

Social Media is a Must-Have Skill

Long before the internet and social media, people bought and sold products and services in social ways. Consumers asked their friends, families and neighbors for advice and recommendations before they made big purchases over the phone or in person. Distraught customers found solace in drafting firm letters of disappointment for manufacturers and community papers. Sales professionals needed sharp “people skills” and the confidence to knock on strangers’ doors, drum up conversations, make the prospects kid like them and convince people that they needed whatever it was they were selling.

Sales has always been social at its core. Or at least, those who understood how to sell effectively knew that social played a key role in their success. If you look at companies like Mary Kay or Tupperware, the backbone of their billion dollar empires is built on the idea of social selling. It’s the idea that people want to do business with people they have relationships with and these brands facilitate that to happen by arming their sellers with the tools they need to succeed.

Sales has always been social but the landscape for professional sellers has shifted from going door to door to digital. The emergence of social media has added a new layer of customer expectations and unveils new opportunities for sales pros to fill their sales pipeline with even more prospects.

Today’s sales professionals need to incorporate social selling into their repertoire in order to remain relevant. Why? I’m glad you asked…Here are a few reasons why social selling is a must have skill in today’s world:

Because it puts the power back in the seller’s hands

Technology – specifically the Internet – has put most, if not all, of the power directly into the hands of the consumer. As a buyer you likely do a significant amount of online research such as product reviews, peer recommendations, and product comparisons before you make a purchase. You probably ask your social network for their opinion too. In fact, studies show that 92% of B2B buyers start their search for a solution to their problem online.

Social selling is all about using social media to discover relevant information that helps brands better understand a prospect’s influences and buying behaviors. These insights are then used to inform decisions, such as who on your team is most appropriate to follow up with a qualified lead to close the deal, or what marketing messages are most effective, or how to initiate and build a relationship with a prospect. Understanding who your prospects and customers are, who they’re connecting to, and what opinions they hold will give you the power to effectively connect with and convert prospects into customers.

Because today’s customers expect more from you than just the sale alone

Today’s customers are especially needy, and they have every right to be. As I outlined above, they hold most of the power in this buying relationship. It’s up to you to do your part and prove your worth.

In order to meet the ever-growing expectations of today’s buyer, you need to offer value outside of the sale. Focus on providing value through content and conversation, and be less focused on going in for a hard sell. Social selling works best when sales pros engage authentically and help prospects with their pains, problems and frustrations by offering free content such as white papers or e-books with useful resources that help prospects solve problems. If you don’t meet these expectations, you’ll unintentionally improve your competitors’ advantage while further establishing your brand as irrelevant.

Because relationships are more important than ever

Many of today’s thriving sales pros use social media to strategically build deeper relationships with prospects and existing clients. Sales is a business built on relationships and social selling is all about relationships. Social media makes it easier than ever for brands to connect with and build relationships with existing and potential customers.

Today’s consumers have the power of choice right at their fingertips. They buy from people they like, companies they believe in, and organizations that share similar worldviews and values. The best sales pros use social media to engage with existing and potential customers by answering questions, sharing relevant content, helping them solve problems, and build relationships by providing value in a space where they are already looking for information.

Because it helps you establish credibility and trust

You are an expert in your industry and know your product or service inside and out. Through social media, you can establish your credibility by becoming a go-to resource for existing and new customers. Social media gives you the platform to publicly demonstrate your expertise by sharing relevant information that will help your customers be successful.

Because it works…No really, it works

Social selling works. It’s that simple. It improves sales performance and increases revenue.

Jim Keenan, one of the top sales and marketing influencers on the web today, recently joined forces with Social Centered Selling to survey sales professionals to determine what impact social selling had on revenue and quota attainment.

As expected, the results indicated that social selling increased both revenue and quota attainment.

  • 78% of sales people using social media to sell, outperformed those who don’t use social media;
  • 54% of salespeople who use social media can track social media usage to at least 1 closed deal; and
  • 40% report closing 2-5 deals as a result.

So what does all of this mean?

It’s clear that social selling is here to stay and it’s a skill you need to fine tune if you plan on sticking around. If you currently don’t have social selling integrated into your sales strategy, I recommend that you get started now. Wondering how exactly you can do that? Get in touch.