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9781119280736

Social Selling Mastery

Hardback by Jamie Shanks
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Product Description

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 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.

Social 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.

Reach and engage customers online

Provide value and insight into the buying process

Learn more effective Social Selling tactics

Develop the relationships that lead to sales

Today'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. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.

Product Details

Format: Hardback, 224 pages Language: English
Dimension: 23.5cm x 15.8cm x 2.2cm ISBN10: 1119280737
Weight: 422g ISBN13: 9781119280736
Publication Date: 21 Oct 2016 Publisher: Wiley

Product Reviews

From the Inside Flap

If you're currently running a playbook of social selling tips, tricks, and tactics, that's a great start. Now, put away your quick-fix hacks and get out of the sandbox with Social Selling Mastery and establish the long-term trust real buyers are looking for in the marketplace. Now from Jamie Shanks, the pioneering expert whose name is synonymous with social selling, a complete social selling master's course for building the architecture to sustain long-term growth goals, year over year, while continuously enhancing your buyer's experience. It's as simple as that, and this step-by-step guidebook takes you through the entire process in micro-lessons. Every chapter is straightforward, with the theory and principles up front, and then digs into the specific, practical tactics you need to execute every day to apply them in the real world. Social Selling is next-level social media marketing, and this globally proven approach secures real, one-to-one, personal relationships that generate and retain revenue. Complete with ready-to use transformational skills to jumpstart your sales and marketing team's daily cadence. This is the global system used by hundreds of companies to: Use the latest, consistently successful methods to reach and engage customers online

Strategically target and increase value and knowledge throughout the buying process

Confidently create a repeatable process and upscale it to any size organization

Because Social Selling Mastery takes a long-term approach to serving your customers through their individual buying cycles, Social Selling doesn't happen in a vacuum. This robust methodology requires complete buy-in from the entire organization, from the top down, and from sales, marketing and enablement/operations. Don't worry—there are three chapters dedicated to leadership buy-in, accountability and measuring success. Gaining commercial buy-in happens when you establish a benchmark of key performance indicators (KP

Is), milestones and goals that align sales, marketing, and sales enablement/operations to grow

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