- Provides a clear, step-by-step blueprint for social selling success based on building authority and influence in target communities
- Is full of practical and proven advice born of hard-won experience rolling out these techniques across large sales forces
- Outlines how to roll out this strategy across an organization including investment, risk and governance, working across teams and technology platforms
- Full of useful pedagogical features such as tips, checklists and theoretical examples
- Supported by eight bonus 'how-to' articles, giving more depth on how to run the processes discussed in the book
Social Selling
Techniques to Influence Buyers and Changemakers
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.
Key features at a glance
EAN: 9780749478018
Edition: 1
Published:
Format: 235x157
208 pages
About the book
Adopt a clear strategy for social selling, including how to build authority online, gain influence in target communities and engage with decision-makers and changemakers to 'hack' the buying process, with the bestselling book from industry thought-leader Tim Hughes.
As the digital landscape continues to change buying habits at both B2B and B2C level, it has become increasingly difficult to reach customers early enough in their decision-making process through 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 blueprint for harnessing these specific and proven techniques including:
-How to use networks purposefully to build social trust and create a high-quality community
-How to develop real influence and authority in your subject area and connect with change-makers
-How to scale the social selling strategy across an organization including maturity and investment models, risk and governance, and technology platforms
Written by Tim Hughes, a thought-leader and renowned practitioner in social selling, and Matt Reynolds, one of the UK's leading technology sociologists, this book is essential reading for sales professionals, digital sales directors and SMEs who want to embrace the power of social selling in their organization.
About the authors
Tim Hughes is a social selling innovator and pioneer and has been listed by Forbes as one of the 'Top 100 Social Sellers' globally. Tim was involved in rolling out one of the most advanced social selling programmes across 2,000 salespeople in Western Europe.
Matt Reynolds is a technology sociologist and social selling technology entrepreneur. He's written more than a dozen books, the most recent being Death of the PC, a look at the social changes that caused the rise of smartphones and tablets in general society.
A Network gives you Reach... but a Community gives you Power. It's time to stop making excuses, and start bringing in-person social skills to the digital world. The authors not only understand this critical issue, they give you the tools to make it happen.
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