O'Reilly logo

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Social Selling

Book Description

A step-by-step guide to working at the cutting-edge of social selling, this text will enable sales professionals to build their authority and influence on networks in order to engage with decision-makers and change-makers and 'hack' the buying process.

Table of Contents

  1. Introduction to social selling
  2. 01 Community and tribalism
    1. The importance of owning your community
    2. Building your community
    3. What community is not
    4. Summary
    5. Bonus material
  3. 02 Your identity within social networks
    1. LinkedIn
    2. Twitter
    3. Summary
  4. 03 Talking to strangers
    1. ‘Networking in real life’ example
    2. Listening
    3. Social graph
    4. Researching
    5. Talking
    6. Summary
  5. 04 Controlling influence
    1. What is influence?
    2. Your celebrity
    3. YouTubers
    4. The structure of influence
    5. How do you create loved-up influencers?
    6. Control and trust
    7. Modelling
    8. Summary
  6. 05 The mechanics of traditional sales
    1. A quick word on technology adoption curves
    2. The mechanics of networking
    3. The mechanics of social networks
    4. Summary
  7. 06 Moving from an analogue to a social mindset
    1. So what do you listen for?
    2. Signals – what are they?
    3. What is your own brand DNA online?
    4. How do you find content?
    5. The 4-1-1 rule
    6. Online and offline community
    7. Social selling best practice
    8. Summary
    9. Bonus material
  8. 07 Selling the idea of social selling and measuring success
    1. The opportunity
    2. Common objections and how you get around them
    3. How to position social selling with your executive team
    4. Return on investment (ROI) and criteria for success
    5. Different types of metrics
    6. Finally, some questions you should be asking yourself
    7. Summary
    8. Bonus material
  9. 08 How to use technology to your advantage
    1. Research
    2. Tools that automate and schedule
    3. Content curation
    4. Content creation
    5. Measuring influence and amplification
    6. Summary
  10. 09 Digital maturity
    1. Social media is all about trust
    2. Social selling maturity
    3. How to implement a social selling change programme
    4. Optimization
    5. Social initiatives
    6. Summary
  11. 10 Five steps to getting you started
    1. The Changemaker Method
    2. Getting started
    3. Step 1: Setting up shop
    4. Step 2: Learning to listen
    5. Step 3: Building authority and influence
    6. Step 4: Optimizing
    7. Step 5: Enhancing collaboration
    8. Summary
  12. Conclusion
  13. References
  14. Index