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Innovation and Best Practice
for Business Success

Established 1967



Social Selling

Social Selling

Techniques to Influence Buyers and Changemakers

Tim Hughes, Matt Reynolds

£19.99

Social Selling will enable sales professionals to build their authority and influence on networks in order to engage with decision-makers and changemakers and 'hack' the buying process.

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About the book

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 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 organisation 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 is essential reading for sales professionals, digital sales directors, and SMEs who want to embrace the power of social selling in their organisation. The book is also supported by eight bonus 'how-to' articles, giving more depth on how to run the processes discussed in the book.


Table Of Contents

  • Section - 00: Introduction to social selling;
  • Section - 01: Community and tribalism;
  • Section - 02: Your identity within social networks;
  • Section - 03: Talking to strangers;
  • Section - 04: Controlling influence;
  • Section - 05: The mechanics of traditional sales;
  • Section - 06: Moving from an analogue to a social mindset;
  • Section - 07: Selling the idea of social selling and measuring success;
  • Section - 08: How to use technology to your advantage;
  • Section - 09: Digital maturity;
  • Section - 10: Five steps to getting you started;



Reviews

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.
Ted Rubin, Social Marketing Strategist, keynote speaker, and CMO of Brand Innovators, @tedrubin

Finally a social selling book that is full of meat, not fluff and buzzwords! A must-read for the sales-focused organization and its team.
Robert M Caruso, fondalo.com, @fondalo

Hits on every single ideology that leaders at all levels need to hear and understand in order to keep their sales and marketing teams relevant in the digital age. The terminology used in this book is more than just the future of business, it is the now of business, and should serve as a wake-up call before it's too late.
Jack Kosakowski, Global Head of B2B Social Sales Strategy, Creation Agency, @jackkosakowski1

Tim Hughes is top of the class of #SocialSelling teachers and practitioners. He is unique amongst #SocialSales influencers in that he actually uses social every day to sell more with less work. I loved reading Social Selling because it comes from a true salesperson who works in the business trenches every day. Run, don't walk, to buy your copy of Social Selling, to start selling Better, Smarter, Faster, the Social Selling Way.
Jon Ferrara, pioneer of #CRM, #SocialSelling, CEO of Nimble, founder of GoldMine, @Jon_ferrara

Social Selling is a timely, relevant, authoritative how-to guide for any salesperson who doesn't want to get left behind. The authors have written a fierce book for salespeople who want to win in today's new, hyper-connected, hyper-social economy.
Jim Keenan, CEO, A Sales Guy Inc, author of Not Taught, @keenan

The biggest problem with social selling is that most people confuse what it should really mean to their business. Using social media as part of your business is one thing, but following the practical advice of this book is what most businesses need if they want to see a return on their social efforts. Having had the chance to not only read the book, but to follow Tim Hughes across social for many years, I put this book at the top of the pile when it comes to useful reads on this topic.
Daniel Newman, CEO of Broadsuite Media Group, Forbes contributor and author, @danielnewmanUV

Social Selling sets the scene beautifully explaining why, in a nutshell, sales is having to evolve for the first time in hundreds of years, thanks to the rise of social media and the always-mobile customer. But this isn't a book about the past; Hughes and Reynolds eloquently explain the future of sales with real takeaways, practical advice and detailed explanations. This book isn't about how to leverage tools to bend the will of the prospective customer: it is about how to build real trust, authority and influence in a world that can see through manipulative sales practices in a heartbeat.
Stewart Rogers, Director, Marketing Technology, VB Insight, @TheRealSJR

Social Selling is a masterwork! At long last, the how-to manual that every sales leader has been hoping for. Pray your competition doesn't read this before you do!
Ted Coiné, speaker, author, founder of OPENfor.business, @tedcoine


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Book Details

  • EAN: 9780749478018
  • Edition: 1
  • Published: 3rd July 2016
  • Paperback
  • Dimensions: 234x156
  • 208 pages

About the Author

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, social selling technology entrepreneur and 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.


Tim Hughes


Matt Reynolds


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