- 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: 234x156
208 pages
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 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 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.
About the authors
Tim Hughes
Tim Hughes is a social selling innovator and pioneer and has been mentioned by Forbes as one of the Top 100 Social Sellers globally. Tim was involved in rolling out one of the most advanced social selling programs across 2,000 salespeople in Western Europe. He has advised and helped many organisations achieve their social selling and influencer marketing objectives.
More about Tim Hughes
Matt Reynolds
Matt Reynolds is a technology sociologist, blogger, and social selling technology entrepreneur. He's written over a dozen books, including the Death of the PC, and Social Selling, published by Kogan Page.
More about Matt Reynolds
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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