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Social selling : techniques to influence buyers and changemakers

Author: Tim Hughes; Matt Reynolds
Publisher: London ; Philadelphia : Kogan Page, 2016. ©2016
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"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  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Hughes, Tim, 1965-
Social selling.
London ; Philadelphia : Kogan Page, 2016
(DLC) 2016016198
(OCoLC)950751098
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Tim Hughes; Matt Reynolds
ISBN: 9780749478025 0749478020 0749478012 9780749478018
OCLC Number: 950751196
Awards: Short-listed for Top Sales & Marketing Book 2016 (UK)
Description: 1 online resource (vii, 194 pages)
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.
Responsibility: Tim Hughes and Matt Reynolds.

Abstract:

Build your authority and influence as a sales professional on social networks, in order to engage with decision-makers and change-makers, and ultimately 'hack' the buying process.  Read more...

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