Social Selling

Techniques to Influence Buyers and Changemakers

Author: Tim Hughes,Matt Reynolds

Publisher: N.A

ISBN: 9780749478018

Category: Customer relations

Page: 208

View: 3075

"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"--
Posted in Customer relations

Social Selling Mastery

Scaling Up Your Sales and Marketing Machine for the Digital Buyer

Author: Jamie Shanks

Publisher: John Wiley & Sons

ISBN: 1119280761

Category: Business & Economics

Page: 224

View: 9432

A concrete framework for engaging today's buyer and building relationships 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. Beginning with the big picture and gradually honing the focus, you'll learn the techniques that will change your entire approach to the buyer. Social Selling is not social media marketing. It's a different approach, more one-to-one rather than one-to-many. It's these personal relationships that build revenue, and this book helps you master the methods today's business demands. Reach and engage customers online Provide value and insight into the buying process Learn more effective Social Selling tactics Develop the relationships that lead to sales Today's buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change—top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing "random acts of social," unsure of how to proceed. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.
Posted in Business & Economics

The Art of Social Selling

Author: Shannon Belew

Publisher: AMACOM

ISBN: 0814433332

Category: Business & Economics

Page: 272

View: 630

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.
Posted in Business & Economics

Myths of PR

All Publicity is Good Publicity and Other Popular Misconceptions

Author: Rich Leigh

Publisher: Kogan Page Publishers

ISBN: 0749479604

Category: Business & Economics

Page: 224

View: 4694

Myths of PR uses popular myths about the theory and practice of public relations as a vehicle for helping startup owners, brand marketers, communications practitioners and students to distinguish between fads and tried-and-tested PR practice. Its purpose is to shatter widespread misconceptions about PR, and grant readers insights into why these myths have endured in spite of clearly demonstrable evidence to the contrary. By exploring topics that readers will relate to (though many might frequently misunderstand), Myths of PR will shed new light on essential PR methodology. From the assumption that PR is a never-ending party, propagated by the way the industry is shown in the media and entertainment, to more potentially damaging misconceptions such as the often-repeated 'all publicity is good publicity', it is an engaging, anecdotal read that offers authentic insights into the reality of PR practice from one of the brightest and most exciting young communication experts in the UK.
Posted in Business & Economics

The Linkedin Sales Playbook

A Tactical Guide to Social Selling

Author: Brynne Tillman

Publisher: Createspace Independent Publishing Platform

ISBN: 9781544101538

Category:

Page: 106

View: 7495

THIS PLAYBOOK INCLUDES: 11 LinkedIn & Social Selling Webinars that show you exactly what to do and how to do it! a $297 value LinkedIn is the most powerful sales tool available to sales professionals today. The challenge for many, however, is knowing what to do and what to say in productive and purposeful way that attracts, teaches and engages targeted buyers and coverts them to connections and phone calls. This Playbook will guide you through the business development activities that will help you gain access to stakeholders, add more opportunities in your pipeline, reduce your sales cycle and close more business without ever having to cold call again. Brynne links traditional sales training with social media - from lead generation to connecting with targeted buyers, warm introductions, nurturing prospects and converting more connections to phone calls. Brynne works with individuals, sales teams, sales management, business owners and professionals who are responsible for client acquisition to prospect more effectively, make more qualified appointments, reduce the sales cycle, and close more business. Brynne teaches a unique approach to leveraging LinkedIn and social media for business development and is a National LinkedIn Speaker. If you'd like to schedule a 15 minute call with Brynne, visit http: //ScheduleaCallwithBrynne.com.
Posted in

The Social Employee: How Great Companies Make Social Media Work

Author: Cheryl Burgess,Mark Burgess

Publisher: McGraw Hill Professional

ISBN: 0071816429

Category: Business & Economics

Page: 288

View: 5312

Build a successful SOCIAL BUSINESS by empowering the SOCIAL EMPLOYEE Includes success stories from IBM, AT&T, Dell, Cisco, Southwest Airlines, Adobe, Domo, and Acxiom "Great brands have always started on the inside, but why are companies taking so long to leverage the great opportunities offered by internal social media? . . . The Social Employee lifts the lid on this potential and provides guidance for businesses everywhere." -- JEZ FRAMPTON, Global Chairman and CEO, Interbrand "Get a copy of this book for your whole team and get ready for a surge in measurable social media results!" -- MARI SMITH, author, The New Relationship Marketing, and coauthor, Facebook Marketing "Practical and insightful, The Social Employee is sure to improve your brand-building efforts." -- KEVIN LANE KELLER, E.B. Osborn Professor of Marketing, Tuck School of Business at Dartmouth College, and author, Strategic Brand Management "This book will change how you view the workplace and modern connectivity, and inform your view of how social employees are changing how we work and create value in today's networked economy." -- DAVID ARMANO, Managing Director, Edelman Digital Chicago, and contributor to Harvard Business Review "The Social Employee makes the compelling argument that most organizations are sadly missing a key opportunity to create a social brand, as well as to build a strong company culture." -- ANN HANDLEY, Chief Content Officer, MarketingProfs.com, and coauthor, Content Rules
Posted in Business & Economics

The Science of Selling

Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal

Author: David Hoffeld

Publisher: Penguin

ISBN: 1101993189

Category: Business & Economics

Page: 288

View: 4626

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Posted in Business & Economics

Advertising and Societies

Global Issues

Author: Katherine Toland Frith,Barbara Mueller

Publisher: Peter Lang

ISBN: 9781433103858

Category: Business & Economics

Page: 264

View: 7370

Now in its second edition, Advertising and Societies: Global Issues provides an international perspective on the practice of advertising while examining some of the ethical and social ramifications of advertising in global societies. The book illustrates how issues such as the representation of women and minorities in ads, advertising and children, and advertising in the digital era have relevance to a wider global community. This new edition has been updated to reflect the dramatic changes impacting the field of advertising that have taken place since publication of the first edition. The growing importance of emerging markets is discussed, and new photos are included. The book provides students and scholars with a comprehensive review of the literature on advertising and society and uses practical examples from international media to document how global advertising and global consumer culture operate, making it an indispensable research tool and invaluable for classroom use.
Posted in Business & Economics

Modern Machiavelli

13 Laws of Power, Persuasion and Integrity

Author: Troy Bruner,Philip Eager

Publisher: John Hunt Publishing

ISBN: 1785356127

Category: Business & Economics

Page: 216

View: 4331

Modern Machiavelli will teach you smart, social tactics to advance your career and improve your relationships. This book explains how to successfully manage conflict, influence others, and understand the overt and covert dynamics of interpersonal power. It challenges false but commonly held beliefs that undermine personal and career success. Master the unwritten rules of the social game that few understand.
Posted in Business & Economics

The Influential Mind

What the Brain Reveals About Our Power to Change Others

Author: Tali Sharot

Publisher: Henry Holt and Company

ISBN: 162779266X

Category: Psychology

Page: 320

View: 5592

A cutting-edge, research-based inquiry into how we influence those around us and how understanding the brain can help us change minds for the better. In The Influential Mind, neuroscientist Tali Sharot takes us on a thrilling exploration of the nature of influence. We all have a duty to affect others—from the classroom to the boardroom to social media. But how skilled are we at this role, and can we become better? It turns out that many of our instincts—from relying on facts and figures to shape opinions, to insisting others are wrong or attempting to exert control—are ineffective, because they are incompatible with how people’s minds operate. Sharot shows us how to avoid these pitfalls, and how an attempt to change beliefs and actions is successful when it is well-matched with the core elements that govern the human brain. Sharot reveals the critical role of emotion in influence, the weakness of data and the power of curiosity. Relying on the latest research in neuroscience, behavioral economics and psychology, the book provides fascinating insight into the complex power of influence, good and bad.
Posted in Psychology

Making Good

Finding Meaning, Money, and Community in a Changing World

Author: Billy Parish,Dev Aujla

Publisher: Rodale

ISBN: 1605290785

Category: Business & Economics

Page: 304

View: 6709

A handbook for navigating the emerging economy shares practical advice for identifying opportunities and building a fulfilling career, sharing real-life success stories and step-by-step exercises that explain how to achieve financial autonomy and capitalize on global changes. Original. 25,000 first printing.
Posted in Business & Economics

Good Is the New Cool

Market Like You Give a Damn

Author: Afdhel Aziz,Bobby Jones

Publisher: Simon and Schuster

ISBN: 1682450473

Category: Business & Economics

Page: 304

View: 4497

“We are at a crossroads: either we can try to prop up the old, broken marketing model, or we can create a new model, one that is fit for the unique challenges of today.” —From Good Is the New Cool Marketing has an image problem. Media-savvy millennials, and their younger Gen Z counterparts, no longer trust advertising, and they demand increased social responsibility from their brands—while still insisting on cutting-edge products with on-trend design. As always, brands need to be cool—but now they need to be good, too. It’s a tall order, and with new technology empowering consumers to bypass advertisements altogether, it won’t be long before the old, advertising-based marketing model goes the way of the major label. If only there was a new model, one that allowed companies to address environmental, civic, and economic issues in a way that grew their brand and business, while giving back to society, and re-branding branding as a powerful force for good. Enter Good is The New Cool, a bold new manifesto from marketing experts Afdhel Aziz and Bobby Jones. In provocative, whip-smart, and streetwise style, they take aim at conventional marketing, posing the questions few have had the vision and courage to ask: If the system is broken, how can we fix it? Rather than sinking money into advertising, why not create a new model, in which great marketing optimizes life? With seven revolutionary new principles—from “Treat People as Citizens, Not Consumers,” to “Lead with the Cool”—and insights and interviews from a new generation of marketers, social entrepreneurs, and leaders of such brands as Zappos, Citibank, The Honest Company, as well as the culture creators working with artists like Lady Gaga, Pharrell, and Justin Bieber, this rule-breaking book is the new business model for the twenty-first century, and a call to action for anyone committed to building a better tomorrow. This visionary book won’t just change your business—it will change the world.
Posted in Business & Economics

Linking Into Sales

Author: Martin Brossman,Greg Hyer

Publisher: Romeii

ISBN: 0983048495

Category: Business & Economics

Page: N.A

View: 7244

Short Description: Any sales professional or business with a commitment to building trust with their customer, knows that your customer wants to know more about you before they trust you with their money. Using the web, customers want to pre-screen the individuals they are working with and expect you to come pre-educated understanding their business, their market and them. With the cost of interruption-advertising requiring more dollars to get the customers attention, effective business networking is of greater importance than ever before. Professional networking tools, like LinkedIn, can give you a competitive edge when using them effectively.
Posted in Business & Economics

Storyscaping

Stop Creating Ads, Start Creating Worlds

Author: Gaston Legorburu,Darren McColl

Publisher: John Wiley & Sons

ISBN: 1118871235

Category: Business & Economics

Page: 256

View: 4218

How to use powerful tools to engage customers with your brand Marketers, technologists, and corporate leaders are looking for ways to more effectively connect consumers with their brand. Storyscapes introduces "storyscaping" as a way to create immersive experiences that solve the challenge of connecting brands and consumers. This book describes a powerful new approach to advertising and marketing for the digital age that involves using stories to design emotional and transactional experiences for customers, both online and offline. Each connection inspires engagement with another, so the brand becomes part of the customer's story. Authors Gaston Legorburu and Darren McColl explain how marketers can identify and define the core target audience segment, define your brand's purpose, understand the emotional desires of your consumers, and more. Shows how to map how the consumer engages with the category and product/service Explains how to develop an organizing idea and creative plan for an immersive storyscape experience Defines the role of marketing channels around the organizing idea Establishes how technology can be applied to the experience Learn how to measure, optimize, and evolve the customer experience through the use of strong narratives that compel consumers to buy into your brand. www.storyscaping.com
Posted in Business & Economics

50 Digital Team-Building Games

Fast, Fun Meeting Openers, Group Activities and Adventures Using Social Media, Smart Phones, GPS, Tablets, and More

Author: John Chen

Publisher: John Wiley & Sons

ISBN: 1118180933

Category: Business & Economics

Page: 200

View: 8422

Use technology to increase loyalty and productivity in your employees 50 Digital Team–Building Games offers fun, energizing meeting openers, team activities, and group adventures for business teams, using Twitter, GPS, Facebook, smartphones, and other technology. The games can be played in–person or virtually, and range from 5–minute ice–breakers to an epic four–hour GPS–based adventure. Designed to be lead by managers, facilitators, presenters, and speakers, the activities help teams and groups get comfortable with technology, get to know each other better, build trust, improve communication, and more. No need to be a "techie" to lead these games they′re simple and well–scripted. Author John Chen is the CEO of Geoteaming, a company that uses technology and adventure to teach teams how to collaborate. How to lead a simple, fast, fun team building activity with easy–to–follow instructions How to create successful "virtual" team building that requires NO travel and little to no additional expenses How to engage standoffish engineers, "hard to reach" technical teams, or Gen X/Y teammates with technology they enjoy using Successful technology–based team building can build buzz for your company, build critically important relationships and communication internally, and keep your team talking about it for weeks afterward!
Posted in Business & Economics

Ready to Be a Thought Leader?

How to Increase Your Influence, Impact, and Success

Author: Denise Brosseau

Publisher: John Wiley & Sons

ISBN: 1118795113

Category: Business & Economics

Page: 272

View: 1974

The how-to guide to becoming a go-to expert Within their fields, thought leaders are sources of inspiration and innovation. They have the gift of harnessing their expertise and their networks to make their innovative thoughts real and replicable, sparking sustainable change and even creating movements around their ideas. In Ready to Be a Thought Leader?, renowned executive talent agent Denise Brosseau shows readers how to develop and use that gift as she maps the path from successful executive, professional, or civic leader to respected thought leader. With the author's proven seven-step process—and starting from wherever they are in their careers—readers can set a course for maximum impact in their field. These guidelines, along with stories, tips, and success secrets from those who have successfully made the transition to high-profile thought leader, allow readers to create a long-term plan and start putting it into action today, even if they only have 15 minutes to spare. Offers a step-by-step process for becoming a recognized thought leader in your field Includes real-world examples from such high-profile thought leaders as Robin Chase, founder and former CEO of Zipcar; Chip Conley, author of PEAK and former CEO of JDV Hospitality; and more Written by Denise Brosseau, founder of Thought Leadership Lab, an executive talent agency that helps executives become thought leaders, who has worked with start-up CEOs and leaders from such firms as Apple, Genentech, Symantec, Morgan Stanley, Medtronic, KPMG, DLA Piper, and more Ready to Be a Thought Leader? offers essential reading for anyone ready to expand their influence, increase their professional success, have an impact far beyond a single organization and industry, and ultimately leave a legacy that matters.
Posted in Business & Economics

Get Social

Social Media Strategy and Tactics for Leaders

Author: Michelle Carvill

Publisher: Kogan Page Publishers

ISBN: 0749482567

Category: Business & Economics

Page: 256

View: 4718

Business leaders' audiences - their customers, competitors and employees alike - live and breathe social media. In our hyperconnected culture, social media is the glue that allows us to stay connected to communities, products and brands. If your customers are on social media, along with your competition, then shouldn't you be there too? Get Social untangles the social media folklore and gets to the point of how business leaders and aspiring leaders can personally use social media to get real business results. Leaders who use social media platforms right have been shown to be more connected to their customers and employees, they gather major market research advantage by being part of the social conversation and they embody their brand message thus connecting with people on an authentic level. Get Social guides you through what you need to know about social media, and how it connects to your wider business strategy and the bottom line. Michelle Carvill helps you to identify how you can find your voice through all the different platforms and consistently be the leader you want to be. Along with a social CEO health check, Get Social offers invaluable templates, content plans and profiles of successful social media savvy CEOs. This book will give you all the tools you need to successfully launch yourself in the social conversation and see immediate results for your career and business.
Posted in Business & Economics

Business Gamification For Dummies

Author: Kris Duggan,Kate Shoup

Publisher: John Wiley & Sons

ISBN: 1118466942

Category: Business & Economics

Page: 312

View: 1819

The easy way to grasp and use gamification concepts in business Gamification is a modern business strategy that leverages principles from games to influence favorable customer behavior on the web in order to improve customer loyalty, engagement, and retention. Gamification can be used by any department in a company (HR, Sales, Marketing, Engineering, Support, etc.), for any web-based experience (mobile, website, retail, community, etc.). Business Gamification For Dummies explains how you can apply the principles of this strategic concept to your own business model. How gamification evolved from Farmville/Zynga and Facebook and is now something that can be applied to the work environment How to build a successful gamification program How to entice and retain customers using gamification How to drive employee behavior inside your organization Real-world illustrations of gamification at work If you're interested in learning more about this exciting and innovative business strategy, this friendly, down-to-earth guide has you covered.
Posted in Business & Economics

Hegemony How-To

A Roadmap for Radicals

Author: Jonathan Smucker

Publisher: AK Press

ISBN: 1849352550

Category: Political Science

Page: 290

View: 1592

A guide to political struggle for a generation that is deeply ambivalent about power. While many activists gravitate toward mere self-expression and identity-affirming rituals at the expense of serious political intervention, Smucker provides an apologia for leadership, organization, and collective power, a moral argument for its cultivation, and a discussion of dilemmas that movements must navigate in order to succeed.
Posted in Political Science