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Social selling : techniques to influence buyers and changemakers

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  • 1 of 1 copy available at Kirtland Community College.

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Location Call Number / Copy Notes Barcode Shelving Location Status Due Date
Kirtland Community College Library HF 5438.25 .H84 2016 30775305518186 General Collection Available -

Record details

  • ISBN: 9780749478018 (paperback)
  • ISBN: 0749478012 (paperback)
  • Physical Description: print
    vii, 194 pages ; 24 cm
  • Publisher: London ; Kogan Page, 2016.

Content descriptions

Bibliography, etc. Note: Includes bibliographical references and index.
Formatted Contents Note: Introduction to social selling -- Community and tribalism. The importance of owning your community ; Building your community ; What community is not ; Summary ; Bonus material -- Your identity within social networks. LinkedIn ; Twitter ; Summary -- Talking to strangers. 'Networking in real life' example ; Listening ; Social graph ; Researching ; Talking ; Summary -- Controlling influence. What is influence? ; Your celebrity ; YouTubers ; The structure of influence ; How do you create loved-up influencers? ; Control and trust ; Modelling ; Summary -- The mechanics of traditional sales. A quick word about technology adoption curves ; The mechanics of networking ; The mechanics of social networks ; Summary -- 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 -- 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 -- How to use technology to your advantage. Research ; Tools that automate and schedule ; Content curation ; Content creation ; Measuring influence and amplification ; Summary -- Digital maturity. Social media is all about trust ; Social selling maturity ; How to implement a social selling change programme ; Optimization ; Social initiatives ; Summary -- 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.
Summary, etc.: "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"--
Subject: Selling Social aspects
Sales management
Internet marketing
Social media
Customer relations
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