Social Capital: A Mindset for Sales Success

Welcome back to the new Modern Seller video series. Each week, I’m sharing strategies that you can put into practice as either a sales professional or sales leader. The series is a great companion to the book, The Modern Seller, which is available on Amazon and Audible.
In previous videos, I covered sales agility and entrepreneurial selling. Now, let’s delve into how modern sellers are social. What is social capital? While you won’t find it on a balance sheet, social capital is every bit as critical to organizational and individual success. It is the most valuable currency in the sales profession. I define it as the collective value of our networks, and the results we create with that value.
Social capital goes beyond today’s hyper-connectivity on social networks. It’s the strategic relationships that create mutual reward, results, and impact.
In The Modern Seller, I introduce a concept called the Social Framework. There are four elements to the framework: mindset, goals,