Tweets from our chat with Tom Martin and the #BizHeroes community on #socialselling. We believe that behind every great business stands an even greater community. Join us Tuesdays at 2pm EST for #BizHeroes -- we'd love for you to meet ours. #BizHeroes is an action-packed hour of power tips and knowledge share, featuring topics suggested by you with guest hosts from the 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!):