| Description |
vii, 194 pages ; 24 cm |
| Summary |
"The digital landscape has changed buyers' habits. Sales professionals now need to develop relationships with decision-makers through social networks to reach them early in the decision making process.Social Sellingprovides a practical, step-by-step outline for harnessing the skills and techniques necessary to achieve this, including developing a high quality community, building trust, developing authority and influence, and connecting with changemakers. It also discusses enterprise implementation of a social selling strategy, maturity and investment models necessary, risk and governance, and technology platforms. The chapters feature tips, checklists, and theoretical examples"-- Provided by publisher. |
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"As the digital landscape has changed buyers' habits it's increasingly difficult to reach them early enough in their decision-making process using traditional sales methods. Developing relationships with decision-makers through social networks has become an increasingly critical skill - enabling sales professionals to engage early on and 'hack' the buying process. Social Selling provides a practical, step-by-step blueprint for harnessing these specific and proven techniques including: - How to use networks purposefully to build social trust and create a high quality community - How to develop real influence and authority in your subject area and connect with change-makers - How to scale the social selling strategy across an organisation including maturity and investment models, risk and governance, and technology platforms"-- Provided by publisher. |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
Machine generated contents note: -- Introduction to social selling -- 01 Community and tribalism -- The importance of owning your community -- Building your community -- What community is not -- Summary -- Bonus material -- 02 Your identity within social networks -- LinkedIn -- Twitter -- Summary -- 03 Talking to strangers -- 'Networking in real life' example -- Listening -- Social graph -- Researching -- Talking -- Summary -- 04 Controlling influence -- What is influence? -- Your celebrity -- YouTubers -- The structure of influence -- How do you create loved-up influencers? -- Control and trust -- Modelling -- Summary -- 05 The mechanics of traditional sales -- A quick word about technology adoption curves -- The mechanics of networking -- The mechanics of social networks -- Summary -- 06 Moving from an analogue to a social mindset -- So what do you listen for? -- Signals - what are they? -- What is your own brand DNA online? -- How do you find content? -- The 4-1-1 rule -- Online and offline community -- Social selling best practice -- Summary -- Bonus material -- 07 Selling the idea of social selling and measuring success -- The opportunity -- Common objections and how you get around them -- How to position social selling with your executive team -- Return on investment (ROI) and criteria for success -- Different types of metrics -- Finally, some questions you should be asking yourself -- Summary -- Bonus material -- 08 How to use technology to your advantage -- Research -- Tools that automate and schedule -- Content curation -- Content creation -- Measuring influence and amplification -- Summary -- 09 Digital maturity -- Social media is all about trust -- Social selling maturity -- How to implement a social selling change programme -- Optimization -- Social initiatives -- Summary -- 10 Five steps to getting you started -- The Changemaker Method -- Getting started -- Step 1: Setting up shop -- Step 2: Learning to listen -- Step 3: Building authority and influence -- Step 4: Optimizing -- Step 5: Enhancing collaboration -- Summary -- Further reading -- Index. |
| Subject |
Selling -- Social aspects.
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Sales management.
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Internet marketing.
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Social media.
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Customer relations.
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| Added Author |
Reynolds, Matt, 1974- author.
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| ISBN |
9780749478018 (paperback) |
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0749478012 (paperback) |
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