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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…mehr

Produktbeschreibung
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. Written by Tim Hughes, a thought-leader and renowned practitioner in social selling, and Matt Reynolds, one of the UK's leading technology sociologists, this is essential reading for sales professionals, digital sales directors, and SMEs who want to embrace the power of social selling in their organisation.
  • Produktdetails
  • Verlag: Kogan Page
  • 1st ed.
  • Erscheinungstermin: 3. Juli 2016
  • Englisch
  • Abmessung: 233mm x 156mm x 12mm
  • Gewicht: 322g
  • ISBN-13: 9780749478018
  • ISBN-10: 0749478012
  • Artikelnr.: 44674029
Autorenporträt
Tim Hughes has had a very motley career. After training at LAMDA he worked as a theatre director/drama teacher and gay journalist first in the UK and then in the USA. He then retrained and worked as a social worker and counsellor at a New York HIV/AIDS clinic in the early years of the epidemic before retiring and returning to the UK.
Inhaltsangabe
Chapter
00: Introduction to Social Selling; Chapter
01: Community and Tribalism; Chapter
02: Your Identity Within Social Networks; Chapter
03: Talking to Strangers; Chapter
04: Controlling Influence; Chapter
05: The Mechanics of Traditional Sales; Chapter
06: Moving from an Analogue to a Social Mindset; Chapter
07: Selling the Idea of Social Selling and Measuring Success; Chapter
08: How to use Technology to Your Advantage; Chapter
09: Digital Maturity; Chapter
10: Five Steps to Getting You Started