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Social Selling

Techniques to Influence Buyers and Changemakers

Paperback Engels 2016 9780749478018
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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.

Written by Tim Hughes, a thought-leader and renowned practitioner in social selling, and Matt Reynolds, one of the UK's leading technology sociologists, this is essential reading for sales professionals, digital sales directors, and SMEs who want to embrace the power of social selling in their organisation.


Aantal pagina's:194
Uitgever:Kogan Page
Hoofdrubriek:Reclame en verkoop


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Over Tim Hughes

Tim Hughes is a social selling innovator and pioneer and has been listed by Forbes as one of the 'Top 100 Social Sellers' globally. Tim was involved in rolling out one of the most advanced social selling programmes across 2,000 salespeople in Western Europe. He currently provides training and coaching on social selling through Social Sales Lounge, a joint venture with Matt Reynolds.

Andere boeken door Tim Hughes

Over Matt Reynolds

Matt Reynolds is a technology sociologist, blogger, and social selling technology entrepreneur. He's written more than a dozen books, the most recent being Death of the PC, a look at the social changes that caused the rise of smartphones and tablets in general society.

Andere boeken door Matt Reynolds


Introduction to social selling

1. Community and tribalism
2. Your identity within social networks
3. Talking to strangers
4. Controlling influence
5. The mechanics of traditional sales
6. Moving from an analogue to a social mindset
7. Selling the idea of social selling and measuring success
8. How to use technology to your advantage
9. Digital maturity
10. Five steps to getting you started


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        Social Selling