Overview

The digital landscape has changed buyers’ habits. Sales professionals now need to develop relationships with decision-makers through social networks to reach them early in the decision making process. Social Selling provides a practical, step-by-step outline for harnessing the skills and techniques necessary to achieve this, including developing a high quality community, building trust, developing authority and influence, and connecting with changemakers. It also discusses enterprise implementation of a social selling strategy, maturity and investment models necessary, risk and governance, and technology platforms. The chapters feature tips, checklists, and theoretical examples.

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9781721387953

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Tim Hughes is the co-founder of Social Sales Lounge, where he provides training and coaching on social selling. Matt Reynolds is a technology sociologist, blogger, and mobile software development consultant. He is the co-founder of Social Sales Lounge.

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