Social Selling: Techniques to Influence Buyers and Changemakers

The digital landscape has changed buyers’ habits. Sales professionals now need to develop relationships with decision-makers through social networks to reach them early in the decision making process. Social Selling provides a practical, step-by-step outline for harnessing the skills and techniques necessary to achieve this, including developing a high quality community, building trust, developing authority and influence, and connecting with changemakers. It also discusses enterprise implementation of a social selling strategy, maturity and investment models necessary, risk and governance, and technology platforms. The chapters feature tips, checklists, and theoretical examples.

• The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
• Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer
• The LinkedIn Sales Playbook: A Tactical Guide to Social Selling
• LinkedIn Unlocked: Unlock the Mystery of LinkedIn to Drive More Sales Through Social Selling
• Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
• Smarketing: How to Achieve Competitive Advantage through Blended Sales and Marketing
• The Art of Social Selling: Finding and Engaging Customers on Twitter, Facebook, LinkedIn, and Other Social Networks
• Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
• Public Relations Writing: Strategies & Structures
• New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development