Social selling mastery : scaling up your sales and marketing machine for the digital buyer / Jamie Shanks.

Format:

Book

Author/Creator:

Shanks, Jamie, author.

Language:

English

Subjects (All):

Internet marketing.

Selling.

Electronic commerce.

Social media.

Physical Description:

1 online resource (227 pages) : color illustrations

Edition:

1st edition

Place of Publication:

Hoboken, New Jersey : Wiley, 2016.

Language Note:

English

System Details:

text file

Summary:

"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"-- Amazon.com.

Contents:

Why do I need to change now, not tomorrow?

Leadership executive summary

How do I drive organization buy-in and accountability?

The three key leadership roles : sales, marketing, and sales operations/enablement

Organizational tools and metrics for social selling success

Start building a personal brand

Develop buyer-centric profiles : LinkedIn, Twitter, and other social platforms

Find : socially surround a buyer and the buying committee

Educate : leveraging content to shape a buyer’s journey

Engage : touching “every deal, every day” with social media

Develop : scaling up your social networks

Create a social selling routine

Why does misalignment exist between sales and marketing?

What is the current state of your lead factory?

Create high-quality, high-quantity content

Organize internal content for easy access by your sales force

Discover inbound and outbound marketing hacks to accelerate lead velocity

Evaluate your customer’s journey : find the trends and improve key sales interaction

how do we mitigate skill gaps with our new hires?

Ongoing coaching : how do we create a repeatable process?

How do we effectively scale a social selling program company-wide?

Notes:

Includes index.

Description based on print version record.

ISBN:

9781119280866

1119280869

9781119280767

1119280761

OCLC:

957436628