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Author Hughes, Tim, 1965- author.

Title Social selling : techniques to influence buyers and changemakers / Tim Hughes and Matt Reynolds.

Publication Info. London ; Philadelphia : Kogan Page, 2016.


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource (vii, 194 pages)
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Bibliography Includes bibliographical references and index.
Contents Machine generated contents note: -- Introduction to social selling -- 01 Community and tribalism -- The importance of owning your community -- Building your community -- What community is not -- Summary -- Bonus material -- 02 Your identity within social networks -- LinkedIn -- Twitter -- Summary -- 03 Talking to strangers -- 'Networking in real life' example -- Listening -- Social graph -- Researching -- Talking -- Summary -- 04 Controlling influence -- What is influence? -- Your celebrity -- YouTubers -- The structure of influence -- How do you create loved-up influencers? -- Control and trust -- Modelling -- Summary -- 05 The mechanics of traditional sales -- A quick word about technology adoption curves -- The mechanics of networking -- The mechanics of social networks -- Summary -- 06 Moving from an analogue to a social mindset -- So what do you listen for? -- Signals -- what are they? -- What is your own brand DNA online? -- How do you find content? -- The 4-1-1 rule -- Online and offline community -- Social selling best practice -- Summary -- Bonus material -- 07 Selling the idea of social selling and measuring success -- The opportunity -- Common objections and how you get around them -- How to position social selling with your executive team -- Return on investment (ROI) and criteria for success -- Different types of metrics -- Finally, some questions you should be asking yourself -- Summary -- Bonus material -- 08 How to use technology to your advantage -- Research -- Tools that automate and schedule -- Content curation -- Content creation -- Measuring influence and amplification -- Summary -- 09 Digital maturity -- Social media is all about trust -- Social selling maturity -- How to implement a social selling change programme -- Optimization -- Social initiatives -- Summary -- 10 Five steps to getting you started -- The Changemaker Method -- Getting started -- Step 1: Setting up shop -- Step 2: Learning to listen -- Step 3: Building authority and influence -- Step 4: Optimizing -- Step 5: Enhancing collaboration -- Summary -- Further reading -- Index.
Summary "As the digital landscape has changed buyers' habits it's increasingly difficult to reach them early enough in their decision-making process using traditional sales methods. Developing relationships with decision-makers through social networks has become an increasingly critical skill - enabling sales professionals to engage early on and 'hack' the buying process. Social Selling provides a practical, step-by-step blueprint for harnessing these specific and proven techniques including: - How to use networks purposefully to build social trust and create a high quality community - How to develop real influence and authority in your subject area and connect with change-makers - How to scale the social selling strategy across an organisation including maturity and investment models, risk and governance, and technology platforms"-- Provided by publisher.
Note Print version record.
Subject Selling -- Social aspects.
Sales management.
Internet marketing.
Social media.
Customer relations.
BUSINESS & ECONOMICS -- Sales & Selling.
BUSINESS & ECONOMICS -- Industrial Management.
BUSINESS & ECONOMICS -- Management Science.
BUSINESS & ECONOMICS -- Organizational Behavior.
Customer relations. (OCoLC)fst00885533
Internet marketing. (OCoLC)fst00977272
Sales management. (OCoLC)fst01103833
Selling -- Social aspects. (OCoLC)fst01112049
Social media. (OCoLC)fst01741098
Genre/Form Electronic books.
Added Author Reynolds, Matt, 1974- author.
Other Form: Print version: Hughes, Tim, 1965- Social selling. London ; Philadelphia : Kogan Page, 2016 9780749478018 (DLC) 2016016198 (OCoLC)950751098
ISBN 9780749478025 (electronic bk.)
0749478020 (electronic bk.)
9780749478018 (paperback)
Standard No. AU@ 000057553587
DEBBG BV043969775
DEBSZ 485803038
GBVCP 882757784

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