Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today's customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they're conducting due diligence—online. The challenge is then to strike the right balance and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures.
Introduction The Road Map to Digital Transformation
Part One Creating a Mindset Shift for a Digital Transformation
Chapter 1 Why Do I Need to Change Now, Not Tomorrow?
Chapter 2 Leadership Executive Summary
Chapter 3 How Do I Drive Organizational Buy-in and Accountability?
Chapter 4 The Three Key Leadership Roles: Sales, Marketing and Sales Operations / Enablement
Chapter 5 Organizational Tools and Metrics for Social Selling Success
Part Two Social Selling Mastery for the Sales Professional
Chapter 6 Start Building a Personal Brand
Chapter 7 Develop Buyer-Centric Profiles: LinkedIn, Twitter and Other Social Platforms
Chapter 8 Find: Socially Surround a Buyer and the Buying Committee
Chapter 9 Educate: Leveraging Content to Shape a Buyer's Journey
Chapter 10 Engage: Touching "Every Deal, Every Day" with Social Media
Chapter 11 Develop: Scaling Up Your Social Networks
Chapter 12 Create a Social Selling Routine
Part Three Building a Lead Factory with Digital Content Marketing
Chapter 13 Why Does Misalignment Exist between Sales and Marketing?
Chapter 14 What Is the Current State of Your Lead Factory?
Chapter 15 Create High-Quality, High-Quantity Content
Chapter 16 Organize Internal Content for Easy Access by Your Sales Force
Chapter 17 Discover Inbound and Outbound Marketing Hacks to Accelerate Lead Velocity
Chapter 18 Evaluate Your Customer's Journey: Find the Trends and Improve Key Sales Interactions
Part Four Scaling Up with Sales Operations and Sales Enablement
Chapter 19 How Do We Mitigate Skill Gaps with Our New Hires?
Chapter 20 Ongoing Coaching: How Do We Create a Repeatable Process?
Chapter 21 How Do We Effectively Scale a Social Selling Program Company-Wide?
Jamie Shanks is CEO of Sales for life, a company that helps sales professionals find, engage, and educate clients and prospects using social media. He has personally built Social Selling solutions in nearly every industry, ranging from start-ups to Fortune 500 corporations. Before starting his first sales agency, Jamie was the Director of Sales at two SaaS software companies -- Captive Channel Corp. and Firmex Inc., building their businesses from infancy to profitability. Sales for Life is now the world's definitive Social Selling training and coaching company.