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.
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.
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.