The Art of Social Selling: Finding and Engaging Customers on Twitter, Facebook, Linkedin, and Other Social Networks

The Art of Social Selling: Finding and Engaging Customers on Twitter, Facebook, Linkedin, and Other Social Networks

The Art of Social Selling: Finding and Engaging Customers on Twitter, Facebook, Linkedin, and Other Social Networks

The Art of Social Selling: Finding and Engaging Customers on Twitter, Facebook, Linkedin, and Other Social Networks

Synopsis

Social media platforms such as Facebook, Twitter, LinkedIn, and Pinterest are changing the way consumers make purchasing decisions... and tapping into these online communities has become a necessary part of any integrated sales strategy. Citing enlightening research and real-world examples, this smart, practical guide presents readers with a detailed methodology for growing sales and expanding their customer base using social media. Readers will learn how to:

• Use content and conversations to build online relationships that transition to sales

• Execute realistic sales strategies for each of the major social media platforms

• Spot social media trends that may influence future buying behaviors

• Sell online in B2B and B2C environments

• Turn social shares (likes, favorites, +1s) into social sales

• Set tangible goals

• Use online tools and analytics to track social influencers and identify relevant conversations as they are happening

Complete with a chapter dedicated to capturing mobile sales- a segment poised to explode as the adoption of smartphones and tablets grows- The Art of Social Selling is essential reading for every sales professional.

Excerpt

There are many possible reasons why you may be reading this book. Most likely, it’s because you’re a sales or marketing professional who has some level of responsibility for generating leads, closing sales, and creating revenue in your organization, and you’re constantly under pressure to identify new strategies for delivering the goods. Perhaps someone suggested turning to social media as a lead source. Perhaps you’ve heard peers and industry leaders tout the benefits of this new thing called “social selling.” Or perhaps you’re an influencer within your organization who already understands the value of social prospecting and need a resource to help develop a business case for integrating social media into your current sales and marketing process. No matter why you’ve picked up this book, the truth of the matter is simple: Social selling is a strategy that every B2B and B2C sales and marketing professional must understand in order to increase his or her effectiveness and remain competitive in today’s global marketplace.

It’s a bold statement to imply that your continued value as a salesperson or a marketer hinges on successfully incorporating social media into your sales process. In reality, the decision not to adopt a social selling strategy is not a game ender; you’ll certainly continue to generate leads and make sales. But you’ve got to wonder if what you’re doing now is enough to not only sustain but grow revenues for your organization. Are you generating enough new leads? Are they high quality enough to continue building your sales pipeline? Can you close enough sales and do so soon enough to make quota? Consider that, on average, only 43 percent of sales professionals make their quota, according to a study from the Aberdeen Group. The same . . .

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