Social Selling Mastery – Scaling Up Your Sales and and Marketing Machine for the Digital Buyer

Name: Social Selling Mastery – Scaling Up Your Sales and and Marketing Machine for the Digital Buyer
Author: Jamie Shanks

Scaling Up Your Sales and Marketing Machine for the Digital Buyer

Gebonden Engels 2016 9781119280736

32,84

In winkelwagen

Verwachte levertijd ongeveer 9 werkdagen

Samenvatting

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.

Specificaties

ISBN13:9781119280736

Taal:Engels

Bindwijze:gebonden

Aantal pagina's:224

Uitgever:John Wiley & Sons

Hoofdrubriek:Reclame en verkoop, Algemeen management

Lezersrecensies

Wees de eerste die een lezersrecensie schrijft!

Schrijf een recensie

Uw cijfer

?

Log in om te stemmen

Inhoudsopgave

Preface ix
Acknowledgments xv
Introduction The Road Map to Digital Transformation 1
PART ONE Creating a Mindset Shift for a Digital Transformation 11
Chapter 1 Why Do I Need to Change Now, Not Tomorrow? 13
Chapter 2 Leadership Executive Summary 21
Chapter 3 How Do I Drive Organizational Buy–in and Accountability? 25
Chapter 4 The Three Key Leadership Roles: Sales, Marketing, and Sales Operations/Enablement 31
Chapter 5 Organizational Tools and Metrics for Social Selling Success 37
PART TWO Social Selling Mastery for the Sales Professional 53
Chapter 6 Start Building a Personal Brand 55
Chapter 7 Develop Buyer–Centric Profiles: LinkedIn, Twitter, and Other Social Platforms 63
Chapter 8 Find: Socially Surround a Buyer and the Buying Committee 71
Chapter 9 Educate: Leveraging Content to Shape a Buyer s Journey 87
Chapter 10 Engage: Touching Every Deal, Every Day with Social Media 95
Chapter 11 Develop: Scaling Up Your Social Networks 105
Chapter 12 Create a Social Selling Routine 109
PART THREE Building a Lead Factory with Digital Content Marketing 113
Chapter 13 Why Does Misalignment Exist between Sales and Marketing? 115
Chapter 14 What Is the Current State of Your Lead Factory? 123
Chapter 15 Create High–Quality, High–Quantity Content 131
Chapter 16 Organize Internal Content for Easy Access by Your Sales Force 145
Chapter 17 Discover Inbound and Outbound Marketing Hacks to Accelerate Lead Velocity 153
Chapter 18 Evaluate Your Customer s Journey: Find the Trends and Improve Key Sales Interactions 159
PART FOUR Scaling Up with Sales Operations and Sales Enablement 169
Chapter 19 How Do We Mitigate Skill Gaps with Our New Hires? 171
Chapter 20 Ongoing Coaching: How Do We Create a Repeatable Process? 175
Chapter 21 How Do We Effectively Scale a Social Selling Program Company–Wide? 181
Conclusion 187
Index 189