{"product_id":"social-selling-mastery-scaling-up-your-sales-and-marketing-machine-for-the-digital-buyer-hardback-9781119280736","title":"Social Selling Mastery; Scaling Up Your Sales and Marketing Machine for the Digital Buyer (Hardback) 9781119280736","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eSocial Selling Mastery\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eScaling Up Your Sales and Marketing Machine for the Digital Buyer\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJamie Shanks (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119280736, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 21 October 2016\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e224 pages\u003cbr\u003e23.6 x 16 x 2.8 cm, 0.408 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cb\u003eA concrete framework for engaging today's buyer and building relationships\u003c\/b\u003e \u003cp\u003e\u003ci\u003eSocial Selling Mastery\u003c\/i\u003e provides a key resource for sales and marketing professionals seeking a better way to connect with today's customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they're conducting due diligence—online. The challenge is then to strike the right balance, and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you'll learn the techniques that will change your entire approach to the buyer.\u003c\/p\u003e \u003cp\u003eSocial Selling is not social media marketing. It's a different approach, more one-to-one rather than one-to-many. It's these personal relationships that build revenue, and this book helps you master the methods today's business demands.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eReach and engage customers online\u003c\/li\u003e \u003cli\u003eProvide value and insight into the buying process\u003c\/li\u003e \u003cli\u003eLearn more effective Social Selling tactics\u003c\/li\u003e \u003cli\u003eDevelop the relationships that lead to sales\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eToday's buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change—top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing \"random acts of social,\" unsure of how to proceed. \u003ci\u003eSocial Selling Mastery\u003c\/i\u003e provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003eIntroduction The Road Map to Digital Transformation 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One : Creating a Mindset Shift for a Digital Transformation 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Why Do I Need to Change Now, Not Tomorrow? 13\u003c\/p\u003e \u003cp\u003eChapter 2 Leadership Executive Summary 21\u003c\/p\u003e \u003cp\u003eChapter 3 How Do I Drive Organizational Buy-in and Accountability? 25\u003c\/p\u003e \u003cp\u003eChapter 4 The Three Key Leadership Roles: Sales, Marketing, and Sales Operations\/Enablement 31\u003c\/p\u003e \u003cp\u003eChapter 5 Organizational Tools and Metrics for Social Selling Success 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two : Social Selling Mastery for the Sales Professional 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 Start Building a Personal Brand 55\u003c\/p\u003e \u003cp\u003eChapter 7 Develop Buyer-Centric Profiles: LinkedIn, Twitter, and Other Social Platforms 63\u003c\/p\u003e \u003cp\u003eChapter 8 Find: Socially Surround a Buyer and the Buying Committee 71\u003c\/p\u003e \u003cp\u003eChapter 9 Educate: Leveraging Content to Shape a Buyer’s Journey 87\u003c\/p\u003e \u003cp\u003eChapter 10 Engage: Touching “Every Deal, Every Day” with Social Media 95\u003c\/p\u003e \u003cp\u003eChapter 11 Develop: Scaling Up Your Social Networks 105\u003c\/p\u003e \u003cp\u003eChapter 12 Create a Social Selling Routine 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three : Building a Lead Factory with Digital Content Marketing 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 13 Why Does Misalignment Exist between Sales and Marketing? 115\u003c\/p\u003e \u003cp\u003eChapter 14 What Is the Current State of Your Lead Factory? 123\u003c\/p\u003e \u003cp\u003eChapter 15 Create High-Quality, High-Quantity Content 131\u003c\/p\u003e \u003cp\u003eChapter 16 Organize Internal Content for Easy Access by Your Sales Force 145\u003c\/p\u003e \u003cp\u003eChapter 17 Discover Inbound and Outbound Marketing Hacks to Accelerate Lead Velocity 153\u003c\/p\u003e \u003cp\u003eChapter 18 Evaluate Your Customer’s Journey: Find the Trends and Improve Key Sales Interactions 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Four : Scaling Up with Sales Operations and Sales Enablement 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 19 How Do We Mitigate Skill Gaps with Our New Hires? 171\u003c\/p\u003e \u003cp\u003eChapter 20 Ongoing Coaching: How Do We Create a Repeatable Process? 175\u003c\/p\u003e \u003cp\u003eChapter 21 How Do We Effectively Scale a Social Selling Program Company-Wide? 181\u003c\/p\u003e \u003cp\u003eConclusion 187\u003c\/p\u003e \u003cp\u003eIndex 189\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52470075818264,"sku":"9781119280736","price":18.68,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119280736_294804.jpg?v=1785631610","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/social-selling-mastery-scaling-up-your-sales-and-marketing-machine-for-the-digital-buyer-hardback-9781119280736","provider":"Freshly Printed Books","version":"1.0","type":"link"}