1. RelSell
Sales Through Relationships
© 2011. TSL Marketing. Proprietary and Confidential.

2. Our World View
Selling is based on relationships
No Relationship, No Credibility = No Sales
“Buy or Die” is not a sustainable sales or marketing
strategy
Awareness: You can’t sell to people who don’t
know you exist.
Credibility: You can’t sell to people who don’t trust
you
Commitment: It takes time to build all of the above
© 2011. TSL Marketing. Proprietary and Confidential.

3. Continue?
If you strongly disagree with any of the
preceding statements please end this
presentation now!
© 2011. TSL Marketing. Proprietary and Confidential.

4. OK, Let’s Get Into It
RelSell is smarter marketing designed to
achieve the following goals for you:
Identify & engage target contacts at your target
companies (your Prospects).
Prospects agreeing to a call with you to discuss your
solutions and their needs.
Your Prospects not just being aware of you and your
company, but knowing that you are thought leaders in
your industry.
© 2011. TSL Marketing. Proprietary and Confidential.

5. Relationship = Sales
© 2011. TSL Marketing. Proprietary and Confidential.

6. How Do We Do This?
We achieve this through a combination of
social media, digital marketing and content
marketing... and TSL Best Practice!
© 2011. TSL Marketing. Proprietary and Confidential.

7. The Process
© 2011. TSL Marketing. Proprietary and Confidential.

8. Plan
A weak profile kills the project before it starts
TSL creates mirror profiles for your sales person on all
platforms – does not interfere with existing profile
TSL uses tested best practice profiles to build one that
will work for your campaign
You approve this before we use it
A weak message kills the project before it starts
Messaging based on TSL tested best practice
You approve before we use
Weak targeting means a pointless campaign
Must identify target titles at target industries & Geo’s
© 2011. TSL Marketing. Proprietary and Confidential.

9. Target
TSL builds your profiles across all major B2B platforms
Twitter, LinkedIn, Google+, Xing
Talk to us is you prefer us to use your existing accounts
Talk to us if you also want to use YouTube etc
You and TSL agree the target:
Geographies
Industries
Company Size
Titles
© 2011. TSL Marketing. Proprietary and Confidential.

10. Engage
TSL implements research to identify best Prospects
TSL connects with Prospects across all platforms
Generates new connections with target people at target
companies across:
© 2011. TSL Marketing. Proprietary and Confidential.

11. Build Trust
Now you move from just Contacts to Relationships
Establish credibility through existing marketing content
White papers, case studies, articles (not sales material)
If you don’t have any, talk to us – we can help
We promote this marketing content across all channels to
Establish you and your company as a “thought leader” in
your industry – the key to closed deals!
We send “time to speak?” requests to your contacts
© 2011. TSL Marketing. Proprietary and Confidential.

12. Time for you to Sell !
A certain percentage (9%+) of connections will typically
agree to a call, because:
They have an impending project this year, or
They want to know about you and your company if a
need arises
They are contacting you to agree to a call !
You have already been given permission to sell
You need a sales process – don’t try and close a deal on
the first call (obviously).
You or your internal team can also follow up with all of your
contacts via telemarketing at any time.
Also invite to events, webinars, workshops, etc.
© 2011. TSL Marketing. Proprietary and Confidential.

13. Maintain Momentum
Continue to build credibility and enhance your
relationships with new prospects through thought
leadership updates
Most marketing activities fail because of “buy-or-die”
mentality by Vendors
When a project arises with a Prospect:
You will already have credibility
You will already have some relationship
They will get an “update” and it reminds them to
invite you to bid
© 2011. TSL Marketing. Proprietary and Confidential.

14. Summary
Every month we will develop at least 100 new
connections for you across one or more platforms
Guaranteed or pro-rata refund
Of these, at least 9 will reply back to you agreeing to a call
Guaranteed or pro-rata refund
At this point we hand over to you, you have responsibility
to progress the sales process
These Prospects will all receive a “thought leadership”
update from you across all platforms every month
Guaranteed
Not just Contacts – You are building relationships and
establishing credibility with your future customers.
© 2011. TSL Marketing. Proprietary and Confidential.

15. How much?
A lot cheaper than trying to do it yourself !
Setup: £800
Includes all elements of “Plan” and “Target”
Monthly: £850
At least 100 new Contacts and Connections per month
At least one thought leadership update per month
At least 9 acceptances for calls per month
All above guaranteed or pro-rata refund
© 2011. TSL Marketing. Proprietary and Confidential.

16. Terms
Setup: £800
Due in advance
Monthly: £850
Pay into Escrow.com
Fund three months in advance
Release each month as we deliver
If you are not happy, end agreement, do not release
funds
If you are happy to continue after three months
5% monthly discount if you approve a quote and case
study
© 2011. TSL Marketing. Proprietary and Confidential.

17. Finally…
Can’t I or my team just do this internally?
Of course – just as you can do direct mail, email, tele,
design, strategy, printing in-house, but first ask yourself:
1. Why haven’t you done it so far?
• What has changed so that you will do it consistently, day
in and day out now?
• What about month end? Quarter end? Client deadlines?
2. Is this really the best use of your time?
3. Can you guarantee yourself results, or don’t pay?!
4. Have you actually calculated that it is cheaper to do this in-
house? We think that will work out more expensive…
© 2011. TSL Marketing. Proprietary and Confidential.

18. Thank You!
© 2011. TSL Marketing. Proprietary and Confidential.