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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

#S4LSocial: How Valuable Is Your Network?

Posted by Kevin Thomas Tully on Jun 24, 2014 1:06:40 PM

Social Selling With TwitterWhat makes a great professional network and how do you develop powerful, lasting connections?

The American religious leader and public speaker William J.H. Boetcker once said that “a man is judged by the company he keeps.”

While Boetcker’s observation predates the advent of social media by nearly a century, the principle is still applicable today.

Making a social media connection with colleagues, potential buyers and prospects, and virtually anyone across the globe is as easy as a mouse click.

But, how valuable are these connections?

Nearly two decades ago, my father shared the prescient words that have defined my professional career: the most important business skill is the ability to build integrity-based relationships.

While sales professionals universally agree that building relationships is essential to Social Selling success, many fail to completely examine the true meaning of relationship building: integrity-based.

In an industry obsessed with numbers, it seems that many sales pros indiscriminately attempt to connect with as many people as possible, in an effort to “build their network.”

But, what do such superficial connections achieve?

If you suddenly lost your job, would you want to turn to a large network of hollow connections for assistance?

If you want a referral into a buying account, simply because you are connected to everyone at the company – but know no one – what are the chances of obtaining that introduction?

Learn more about what makes a great network and how to develop powerful, lasting connections during our weekly #S4LSocial Twitter chat, which continues every Wednesday at 12 p.m. ET.

To register and join in the discussion, click here.

5 Questions for #S4LSocial – 12 p.m. ET Wednesday, June 25

Q1: When building your social media networks, what is the primary characteristic you look for in a potential connection?

Q2: What is your social media network building strategy – quality or quantity? Why?

Q3: Are you an “open networker” on LinkedIn? Do you actively seek connections with LIONs? Why/Why not?

Q4: What do you do when a potential connection doesn’t respond to your LinkedIn invitation or follow you on Twitter?

Q5: Do you have an integrity-based relationship with everyone in your network? Why/Why not?

Kevin Thomas Tully

See you Wednesday at 12 p.m. ET on Twitter at #S4LSocial. For those of you who are new, I moderate the chat and you can find me at @kevinttully.