Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer

Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer

by Jamie Shanks

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Product Details

ISBN-13: 9781119280736
Publisher: Wiley
Publication date: 09/13/2016
Pages: 224
Sales rank: 560,514
Product dimensions: 6.40(w) x 9.30(h) x 0.90(d)

About the Author

JAMIE SHANKS is CEO of Sales for Life, the world's definitive social selling training and coaching company. He is a world leading social selling expert responsible for pioneering the space. He has trained thousands of sales professionals, from Fortune 500 companies to solopreneurs, and built social selling solutions in the majority of industries.

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Table of Contents

Preface ix

Acknowledgments xv

Introduction The Road Map to Digital Transformation 1

PART ONE Creating a Mindset Shift for a Digital Transformation 11

Chapter 1 Why Do I Need to Change Now, Not Tomorrow? 13

Chapter 2 Leadership Executive Summary 21

Chapter 3 How Do I Drive Organizational Buy-in and Accountability? 25

Chapter 4 The Three Key Leadership Roles: Sales, Marketing, and Sales Operations/Enablement 31

Chapter 5 Organizational Tools and Metrics for Social Selling Success 37

PART TWO Social Selling Mastery for the Sales Professional 53

Chapter 6 Start Building a Personal Brand 55

Chapter 7 Develop Buyer-Centric Profiles: LinkedIn, Twitter, and Other Social Platforms 63

Chapter 8 Find: Socially Surround a Buyer and the Buying Committee 71

Chapter 9 Educate: Leveraging Content to Shape a Buyer’s Journey 87

Chapter 10 Engage: Touching “Every Deal, Every Day” with Social Media 95

Chapter 11 Develop: Scaling Up Your Social Networks 105

Chapter 12 Create a Social Selling Routine 109

PART THREE Building a Lead Factory with Digital Content Marketing 113

Chapter 13 Why Does Misalignment Exist between Sales and Marketing? 115

Chapter 14 What Is the Current State of Your Lead Factory? 123

Chapter 15 Create High-Quality, High-Quantity Content 131

Chapter 16 Organize Internal Content for Easy Access by Your Sales Force 145

Chapter 17 Discover Inbound and Outbound Marketing Hacks to Accelerate Lead Velocity 153

Chapter 18 Evaluate Your Customer’s Journey: Find the Trends and Improve Key Sales Interactions 159

PART FOUR Scaling Up with Sales Operations and Sales Enablement 169

Chapter 19 How Do We Mitigate Skill Gaps with Our New Hires? 171

Chapter 20 Ongoing Coaching: How Do We Create a Repeatable Process? 175

Chapter 21 How Do We Effectively Scale a Social Selling Program Company-Wide? 181

Conclusion 187

Index 189

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