| Description |
1 online resource (227 pages) |
| Contents |
Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer; Contents; Preface; Acknowledgments; Introduction: The Road Map to Digital Transformation; Level 0: Status Quo; Level 1: Random Acts of Social; Level 2: Building a Business Case: Linkedin or Social Media Training; Level 3: Scale: Social Selling Mastery; Level 4: Sales and Marketing Alignment; Level 5: Sales and Marketing Integration; How Do I Use This Book?; Part One: Creating a Mindset Shift for a Digital Transformation; Chapter 1: Why Do I Need to Change Now, Not Tomorrow? |
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Chapter 2: Leadership Executive SummaryChapter 3: How Do I Drive Organizational Buy-in and Accountability?; Plot Your Social Selling Mastery Hierarchy of Needs; Your Steps to a Successful Implementation; Priority Assertion; Chapter 4: The Three Key Leadership Roles: Sales, Marketing, and Sales Operations/Enablement; Outline Roles and Responsibilities; 1. Sales Leader(s); 2. Marketing Leader(s); 3. Sales Operations/Enablement Leader(s); Chapter 5: Organizational Tools and Metrics for Social Selling Success; Measure Behavioral Change; Leading -> Current -> Lagging Indicators for Success |
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Leading IndicatorsCurrent Indicators; Lagging Indicators; Setting Up Your Leading Indicators; Set Up Your Current Indicators; Linkedin Sales Navigator As a Current Indicator; Set Up Your Lagging Indicators; Part Two: Social Selling Mastery for the Sales Professional; Chapter 6: Start Building a Personal Brand; Enrich Skillset; This Journey Begins With a New Mindset; Chapter 7: Develop Buyer-Centric Profiles: LinkedIn, Twitter, and Other Social Platforms; Linkedin Photo Showcases Trust; Your Linkedin Headline Is Your Elevator Value Statement; The Linkedin Summary Completes the Story |
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Linkedin Recommendations Validate You'Re TrustworthyChapter 8: Find: Socially Surround a Buyer and the Buying Committee; Mapping Your Sales World Toward Your Social World; Multiplying Find: Socially Surrounding a Buyer; Tactic 1: Find Buyers' Profiles on Linkedin, Twitter, and Google; Tactic 2: Create Trigger-Based Alerts That Socially Surround Your Buyer; 1. Advocates Search; 2. New Hires and Appointed Leaders Search; 3. Let's Find New Opportunities Search; Tactic 3: Profiling a Buyer's Sphere of Influence; Chapter 9: Educate: Leveraging Content to Shape a Buyer's Journey; Acquiring Insights |
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Internally Driven InsightsExternally Captured Insights; Delivering Insights; Chapter 10: Engage: Touching "Every Deal, Every Day" with Social Media; Where Do I Begin?; Grow Your Slice of the Social-Reach Pie!; Social Engagement: Your Touchpoint Cadence; 1. LinkedIn Group Messages; 2. LinkedIn InMail; 3. Share or Comment on their LinkedIn Content; Map Your Touchpoint Cadence; Chapter 11: Develop: Scaling Up Your Social Networks; Step 1: Check Your Digital Voicemails; Step 2: Check Your Content Engagement; Step 3: Grow By the Power of Three; Chapter 12: Create a Social Selling Routine |
| Summary |
A concrete framework for engaging today's buyer and building relationships Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today's customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they're conducting due diligence--online. The challenge is then to strike the right balance, and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you'll learn the techniques that will change your entire approach to the buyer. Social Selling is not social media marketing. It's a different approach, more one-to-one rather than one-to-many. It's these personal relationships that build revenue, and this book helps you master the methods today's business demands. Reach and engage customers online Provide value and insight into the buying process Learn more effective Social Selling tactics Develop the relationships that lead to sales Today's buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change--top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing "random acts of social," unsure of how to proceed. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer |
| Notes |
The 30-60 Minute Daily Social Selling Routine |
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Print version record |
| Subject |
Internet marketing.
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Selling.
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Electronic commerce.
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Social media.
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Social Media
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selling.
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social media.
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Electronic commerce
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Internet marketing
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Selling
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Social media
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| Form |
Electronic book
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| ISBN |
9781119280767 |
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1119280761 |
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