Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer

Author : Jamie Shanks
ISBN 13 : 9788126565696
ISBN 10 : 8126565691
Pages : 224
Type : Hardbound
Remarks : Exclusively distributed by Pan Macmillan

Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer


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.