Description
Book SynopsisThis book offers an up-to-date and definitive explanation of how to build relationships via social media in the sales process and is a guide to encouraging sales people to embrace these revolutionary techniques.
Table of ContentsAcknowledgments Introduction PART ONE: THE EVOLUTION OF SELLING AND BUYERS
Chapter 1: The Evolution of Sales
Chapter 2: The Evolution of Buyers and Online Communication
Chapter 3: The Wild, Wild West of Social Media
Chapter 4: What Are You Waiting For?
Chapter 5: Consultative Selling: Make New Friends but Keep the Old
Chapter 6: What Does Your Social Media Customer Look Like?
Chapter 7: Developing the Corporate Mindset
Chapter 8: Charting Your Course: The Three P's: Purpose, Plan, People PART TWO: SOCIAL MEDIA OUTLETS—WHAT WORKS BEST WHEN AND HOW TO BEGIN
Chapter 9: Sales Meets Facebook
Chapter 10: Sales Meets LinkedIn
Chapter 11: Sales Meets Twitter
Chapter 12: You Digg It, I'm Delicious, We All StumbleUpon
Chapter 13: The Blogosphere
Chapter 14: Netiquette PART THREE: DEVELOPING A SOCIAL MEDIA SALES STRATEGY
Chapter 15: The First 15 Days of the 30-Day Social Media Sales Challenge: What You Need to Do to Get Started Now
Chapter 16: Seeing the Finish Line: Meeting the 30-Day Social Media Sales Challenge Postscript: Accessibility and Customer Service—When Technology Fails Us Appendix: Resource Guide Notes Index
