The new rules of sales and service : how to use agile selling, real-time customer engagement, big data, content, and storytelling to grow your business / David Meerman Scott.

Format:

Book

Author/Creator:

Scott, David Meerman, author.

Language:

English

Subjects (All):

Selling.

Customer services.

Internet marketing.

Big data.

Physical Description:

1 online resource (275 p.)

Edition:

1st edition

Other Title:

How to use agile selling, real-time customer engagement, big data, content, and storytelling to grow your business

Place of Publication:

Hoboken, New Jersey : Wiley, 2014.

Language Note:

English

System Details:

text file

Summary:

Sales and service are being radically redefined like never before. With buyers now in possession of unlimited information, online content is quickly becoming the dominant driver for commerce. Today anyone working in sales or customer service needs to possess entirely new skills. Unfortunately most organizations are still using traditional selling and service models developed for a different time. In this new book by the author of the #1 bestseller The New Rules of Marketing & PR, David Meerman Scott demystifies the new digital commercial landscape and offers inspiring and valuable guidance f

Contents:

The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business; Contents; Introduction; The Time Is NOW; Living in the Past: The Old School of Sales and Service; First Marketing and PR, Now Sales and Service; The New Rules of Marketing and PR Are Now Widely Adopted; Living Real-Time and Mobile Has Changed Everything We Do; Why Sales and Service Are Experiencing a Revolutionary Transformation; Restoring the Human Touch: The Compelling Power of Authenticity; The Importance of Story

Social Media Is All about Connecting and SharingContent Drives Sales and Service; We're All in Sales and Service Now; Online Content That Informs, Entertains . . . and Sells Insurance; Learning from Examples: How the Successes of Others Can Provide Ideas and Options for Your Own Organization; 1 The Old World of Sales and Service; The Old Sales Model: "Dialing for Dollars"; The Voice of Authority: When the Salesperson Was the Expert; The Salesperson Expert versus the Web-Educated Buyer; "These Sales Leads Stink!"; Tell the Truth: The Power of Authenticity

Customer Disservice: The Little Things That Drive Us Crazy"Please Take a Moment to Complete Our Survey": All Take and No Give; "There's a Robocall on Line One. It Says It's Urgent."; Receiving an Email Address Is Not an Invitation to Spam; Adding Social Media to Old School Sales and Support Is Still Old School; The Old Rules of Sales and Service; 2 The New Rules of Sales and Service; Setting Down the Rules; Living Up to Their Name: OPEN Communications to Customers; The Communications Revolution That Wasn't Televised; Time to Join the Revolution

An Invaluable Sales and Service Asset: Your EmployeesBig Data. Rich Data.; An Underground Business Cooks Up Innovative Sales and Service to Discover a Menu for Success; Navigating Your Sales and Service Plan; 3 Your Story; Storytelling; "Let Me Tell You a Little Bit about Me": The Story Customers Tell Themselves; Call Larry: How One Entrepreneur's Story Defines a Company; The New Model: The Salesperson as Consultant; Mastering the Art of Effective Storytelling for Any Organization; The Health Club That Tells Its Story by Exercising an Attitude

"What Happens Next?": How a Compelling Narrative Builds a Following4 Integrating Marketing and Sales with Buyer Personas; Creating Magic by Adding Context to Content; The Power of Content That Provides Exactly What You Need; The Nobis Hotel Sells to David Meerman Scott; Making Stuff Up; Annoying Three out of Four Customers; Egocentric Nonsense; Buyer Personas; No Red Alfa Romeo?; Multiple Personality Order; The Buyer Persona Interview; GoPro Keeps Its Buyer Personas in Focus and Sells Millions of Cameras; Close the Gap between Sales and Marketing; Buyer Persona Interview

Buyer Persona Profile

Notes:

Includes index.

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9781118939109

1118939107

9781118939116

1118939115

OCLC:

885027106