Cargando…
Social Selling Mastery.
A concrete framework for engaging today's buyer and building relationships Social Selling Mastery 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...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Newark :
Wiley,
2016.
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer; Contents; Preface; Acknowledgments; Introduction: The Road Map to Digital Transformation; Level 0: Status Quo; Level 1: Random Acts of Social; Level 2: Building a Business Case: Linkedin or Social Media Training; Level 3: Scale: Social Selling Mastery; Level 4: Sales and Marketing Alignment; Level 5: Sales and Marketing Integration; How Do I Use This Book?; Part One: Creating a Mindset Shift for a Digital Transformation; Chapter 1: Why Do I Need to Change Now, Not Tomorrow?
- Chapter 2: Leadership Executive SummaryChapter 3: How Do I Drive Organizational Buy-in and Accountability?; Plot Your Social Selling Mastery Hierarchy of Needs; Your Steps to a Successful Implementation; Priority Assertion; Chapter 4: The Three Key Leadership Roles: Sales, Marketing, and Sales Operations/Enablement; Outline Roles and Responsibilities; 1. Sales Leader(s); 2. Marketing Leader(s); 3. Sales Operations/Enablement Leader(s); Chapter 5: Organizational Tools and Metrics for Social Selling Success; Measure Behavioral Change; Leading -> Current -> Lagging Indicators for Success.
- Leading IndicatorsCurrent Indicators; Lagging Indicators; Setting Up Your Leading Indicators; Set Up Your Current Indicators; Linkedin Sales Navigator As a Current Indicator; Set Up Your Lagging Indicators; Part Two: Social Selling Mastery for the Sales Professional; Chapter 6: Start Building a Personal Brand; Enrich Skillset; This Journey Begins With a New Mindset; Chapter 7: Develop Buyer-Centric Profiles: LinkedIn, Twitter, and Other Social Platforms; Linkedin Photo Showcases Trust; Your Linkedin Headline Is Your Elevator Value Statement; The Linkedin Summary Completes the Story.
- Linkedin Recommendations Validate You'Re TrustworthyChapter 8: Find: Socially Surround a Buyer and the Buying Committee; Mapping Your Sales World Toward Your Social World; Multiplying Find: Socially Surrounding a Buyer; Tactic 1: Find Buyers' Profiles on Linkedin, Twitter, and Google; Tactic 2: Create Trigger-Based Alerts That Socially Surround Your Buyer; 1. Advocates Search; 2. New Hires and Appointed Leaders Search; 3. Let's Find New Opportunities Search; Tactic 3: Profiling a Buyer's Sphere of Influence; Chapter 9: Educate: Leveraging Content to Shape a Buyer's Journey; Acquiring Insights.
- Internally Driven InsightsExternally Captured Insights; Delivering Insights; Chapter 10: Engage: Touching "Every Deal, Every Day" with Social Media; Where Do I Begin?; Grow Your Slice of the Social-Reach Pie!; Social Engagement: Your Touchpoint Cadence; 1. LinkedIn Group Messages; 2. LinkedIn InMail; 3. Share or Comment on their LinkedIn Content; Map Your Touchpoint Cadence; Chapter 11: Develop: Scaling Up Your Social Networks; Step 1: Check Your Digital Voicemails; Step 2: Check Your Content Engagement; Step 3: Grow By the Power of Three; Chapter 12: Create a Social Selling Routine.