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

  • 2h 26m
  • Jamie Shanks
  • John Wiley & Sons (US)
  • 2016

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.

About the Author

Jamie Shanks is one of North America’s leading Social Selling experts. He has personally built Social Selling solutions in nearly every industry, ranging from start-ups to Fortune 500 corporations, such as Intel, SAS, Oracle, Thomson Reuters and ADP.

Before starting his first sales agency, Jamie was the Director of Sales at two SaaS software companies – Captive Channel Corp. and Firmex Inc., building their businesses from infancy to profitability. Sales for Life is now the world’s definitive Social Selling training and coaching company.

In this Book

  • Social Selling Mastery—Scaling Up Your Sales and Marketing Machine for the Digital Buyer
  • Preface
  • Introduction—The Road Map to Digital Transformation
  • Why Do I Need to Change Now, Not Tomorrow?
  • Leadership Executive Summary
  • How Do I Drive Organizational 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 Interactions
  • 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?
  • Conclusion