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Social selling : techniques to influence buyers and changemakers / Timothy Hughes.

By: Hughes, Tim, 1965- [author.]Material type: Text

TextPublisher: London ; New York, NY : Kogan Page, 2022Edition: Second editionDescription: xiv, 314 page : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 978-1-39860-732-3Subject(s): Selling -- SOCIAL ASPECTS | SALES MANAGEMENT | INTERNET MARKETING | SOCIAL MEDIA | CUSTOMER RELATIONSDDC classification: 658.85 LOC classification: HF 5438.25 H84 2022

Contents:

Introduction to social selling ; Community and tribalism. The importance of owning your community ; Building your community ; What community is not ; Summary ; Bonus material -- Your identity within social networks. LinkedIn ; Twitter ; Summary Talking to strangers. 'Networking in real life' example ; Listening ; Social graph ; Researching ; Talking ; Summary -- Controlling influence. What is influence? ; Your celebrity ; YouTubers ; The structure of influence ; How do you create loved-up influencers? ; Control and trust ; Modelling ; Summary -- The mechanics of traditional sales. A quick word about technology adoption curves ; The mechanics of networking ; The mechanics of social networks ; Summary -- 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 -- 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 -- How to use technology to your advantage. Research ; Tools that automate and schedule ; Content curation ; Content creation ; Measuring influence and amplification ; Summary -- Digital maturity. Social media is all about trust ; Social selling maturity ; How to implement a social selling change programme ; Optimization ; Social initiatives ; Summary -- 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

Summary: "Understand how to reach and engage with the modern buyer using this bestseller. Social Selling outlines how to implement a social selling strategy and drive revenue, competitive advantage and market share through social networks.Social Selling is a practical, step-by-step blueprint on how to create digital communities and build and turn relationships into sales online. Featuring checklists, tips and examples providing practical guidance, it covers important subjects such as how to network purposely and build social media trust in a mistrustful time and how to develop real influence and authority in your subject area"-- Provided by publisher.

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Holdings
Item type	Current library	Home library	Collection	Shelving location	Call number	Status	Date due	Barcode
Books	NU Fairview College LRC	NU Fairview College LRC	School of Business and Accountancy	General Circulation	GC HF 5438.25 H84 2022 (Browse shelf(Opens below))	Available		NUFAI000004682

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Previous	GC HF 5438.4 V46 2021 Sales and distribution management : an integrative approach /	GC HF 5438.25 C66 2019 Sales 101 : from finding leads and closing techniques to retaining customers and growing your business, an essential primer on how to sell /	GC HF 5438.25 C66 2019 Sales 101 : from finding leads and closing techniques to retaining customers and growing your business, an essential primer on how to sell /	GC HF 5438.25 H84 2022 Social selling : techniques to influence buyers and changemakers /	GC HF 5549.2 B47 1993 Human resource management : an experimental approach /	GC HF 5549.5 B69 2024 Coach yourself! : increase awareness, change behavior, and thrive /	GC HF 5549.5 C36 2023 Coaching essentials for managers : the tools you need to ignite greatness in each employee /	Next

Includes bibliographical references and index.

Introduction to social selling ; Community and tribalism. The importance of owning your community ; Building your community ; What community is not ; Summary ; Bonus material -- Your identity within social networks. LinkedIn ; Twitter ; Summary
Talking to strangers. 'Networking in real life' example ; Listening ; Social graph ; Researching ; Talking ; Summary -- Controlling influence. What is influence? ; Your celebrity ; YouTubers ; The structure of influence ; How do you create loved-up influencers? ; Control and trust ; Modelling ; Summary -- The mechanics of traditional sales. A quick word about technology adoption curves ; The mechanics of networking ; The mechanics of social networks ; Summary -- 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 -- 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 -- How to use technology to your advantage. Research ; Tools that automate and schedule ; Content curation ; Content creation ; Measuring influence and amplification ; Summary -- Digital maturity. Social media is all about trust ; Social selling maturity ; How to implement a social selling change programme ; Optimization ; Social initiatives ; Summary -- 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

"Understand how to reach and engage with the modern buyer using this bestseller. Social Selling outlines how to implement a social selling strategy and drive revenue, competitive advantage and market share through social networks.Social Selling is a practical, step-by-step blueprint on how to create digital communities and build and turn relationships into sales online. Featuring checklists, tips and examples providing practical guidance, it covers important subjects such as how to network purposely and build social media trust in a mistrustful time and how to develop real influence and authority in your subject area"-- Provided by publisher.

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