Social Selling: Techniques to Influence Buyers and Changemakers
- 3h 25m
- Matt Reynolds, Tim Hughes
- Kogan Page
- 2016
The digital landscape has changed buyers’ habits. Sales professionals now need to develop relationships with decision-makers through social networks to reach them early in the decision making process. Social Selling provides a practical, step-by-step outline for harnessing the skills and techniques necessary to achieve this, including developing a high quality community, building trust, developing authority and influence, and connecting with changemakers. It also discusses enterprise implementation of a social selling strategy, maturity and investment models necessary, risk and governance, and technology platforms. The chapters feature tips, checklists, and theoretical examples.
About the Authors
Tim Hughes is the co-founder of Social Sales Lounge, where he provides training and coaching on social selling.
Matt Reynolds is a technology sociologist, blogger, and mobile software development consultant. He is the co-founder of Social Sales Lounge.
In this Book
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Social Selling─Techniques to influence buyers and changemakers
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Introduction to Social Selling
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Community and Tribalism
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Your Identity within Social Networks
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Talking To Strangers
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Controlling Influence
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The Mechanics of Traditional Sales
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Moving From an Analogue to a Social Mindset
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Selling the Idea of Social Selling and Measuring Success
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How to Use Technology to Your Advantage
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Digital Maturity
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Five Steps to Getting You Started
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Conclusion
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References
