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

Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer -- Contents -- Preface -- Acknowledgments -- Introduction: The Road Map to Digital Transformation -- Level 0: Status Quo -- Level 1: Random Acts of Social -- Level 2: Building a Business Case: Linkedin or Social Media Training -- Level 3: Scale: Social Selling Mastery -- Level 4: Sales and Marketing Alignment -- Level 5: Sales and Marketing Integration -- How Do I Use This Book? -- 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? -- Plot Your Social Selling Mastery Hierarchy of Needs -- Your Steps to a Successful Implementation -- Priority Assertion -- Chapter 4: The Three Key Leadership Roles: Sales, Marketing, and Sales Operations/Enablement -- Outline Roles and Responsibilities -- 1. Sales Leader(s) -- 2. Marketing Leader(s) -- 3. Sales Operations/Enablement Leader(s) -- Chapter 5: Organizational Tools and Metrics for Social Selling Success -- Measure Behavioral Change -- Leading -&gt -- Current -&gt -- Lagging Indicators for Success -- Leading Indicators -- Current Indicators -- Lagging Indicators -- Setting Up Your Leading Indicators -- Set Up Your Current Indicators -- Linkedin Sales Navigator As a Current Indicator -- Set Up Your Lagging Indicators -- Part Two: Social Selling Mastery for the Sales Professional -- Chapter 6: Start Building a Personal Brand -- Enrich Skillset -- This Journey Begins With a New Mindset -- Chapter 7: Develop Buyer-Centric Profiles: LinkedIn, Twitter, and Other Social Platforms -- Linkedin Photo Showcases Trust -- Your Linkedin Headline Is Your Elevator Value Statement -- The Linkedin Summary Completes the Story.

Linkedin Recommendations Validate You'Re Trustworthy -- Chapter 8: Find: Socially Surround a Buyer and the Buying Committee -- Mapping Your Sales World Toward Your Social World -- Multiplying Find: Socially Surrounding a Buyer -- Tactic 1: Find Buyers' Profiles on Linkedin, Twitter, and Google -- Tactic 2: Create Trigger-Based Alerts That Socially Surround Your Buyer -- 1. Advocates Search -- 2. New Hires and Appointed Leaders Search -- 3. Let's Find New Opportunities Search -- Tactic 3: Profiling a Buyer's Sphere of Influence -- Chapter 9: Educate: Leveraging Content to Shape a Buyer's Journey -- Acquiring Insights -- Internally Driven Insights -- Externally Captured Insights -- Delivering Insights -- Chapter 10: Engage: Touching "Every Deal, Every Day" with Social Media -- Where Do I Begin? -- Grow Your Slice of the Social-Reach Pie! -- Social Engagement: Your Touchpoint Cadence -- 1. LinkedIn Group Messages -- 2. LinkedIn InMail -- 3. Share or Comment on their LinkedIn Content -- Map Your Touchpoint Cadence -- Chapter 11: Develop: Scaling Up Your Social Networks -- Step 1: Check Your Digital Voicemails -- Step 2: Check Your Content Engagement -- Step 3: Grow By the Power of Three -- Chapter 12: Create a Social Selling Routine -- The 30-60 Minute Daily Social Selling Routine -- Find Routine -- Educate Routine -- Engage Routine -- Develop Routine -- Part Three: Building a Lead Factory With Digital Content Marketing -- Chapter 13: Why Does Misalignment Exist between Sales and Marketing? -- Exploring Sales and Marketing Misalignment -- Does This Problem Start With Blind Spots? -- How Do Kpi Measurements Play With Misalignment? -- How Do We Change Our Mindset? -- Chapter 14: What Is the Current State of Your Lead Factory? -- Step 1: Interviewing the Sales Leader -- Step 2: Interview the Marketing Team -- Step 3: the Delta between Perception and Reality.

Chapter 15: Create High-Quality, High-Quantity Content -- Step 1: Centralize a Buyer's Journey -- Step 2: Segment the Buyer's Journey Into Sales-Centric Stages -- Step 3: Kick-Start New Ideas for Insights -- Step 4: Develop an Insights Committee for Scale -- Step 5: Content Calendar -- Content Creation Best Practices -- ``Turkey Slice´´ Your Core Content -- Templates: Like Punching Out Cakes -- Assign Tags for Each Insight Before Development -- Facts and Data Are the Center of the Story -- Create a Never-Ending Story -- Fuel Insights Development With ´´Window Time´´ -- Chapter 16: Organize Internal Content for Easy Access by Your Sales Force -- Starting Your Content Organizational System -- Step 1: Audit Sales' Ability to Find Your Internal Library -- Step 2: Audit Sales' Ability to Navigate Your Internal Library -- Step 3: Redesign the Framework of Your Content Library Using Your Content Calendar Tags -- Step 4: Tags for Keyword Indexing -- Step 5: Leverage a Visual User-Interface to Help Contextualize the Insights for Sales -- Accelerating Insights With Employee Advocacy -- Step 1: Is Employee Advocacy Right for Us? -- Step 2: Implementation Best Practices -- Chapter 17: Discover Inbound and Outbound Marketing Hacks to Accelerate Lead Velocity -- Tactic 1: Operation Land Grab -- Tactic 2: Event Lead Exchanges -- Tactic 3: Repurpose and Recycle Your Top 10 Percent -- Chapter 18: Evaluate Your Customer's Journey: Find the Trends and Improve Key Sales Interactions -- What Is the Content-Consumption Story? -- Go Beyond Lead Sourcing: Start Empirically Proving Lead Influence -- How Can Technology Play a Huge Role? -- What Are the Steps to Capturing a Buyer's Content-Consumption Story? -- Step 1: Choose One Customer to Analyze -- Step 2: Isolate a Single Observation -- Step 3: Scale by Mapping Larger Pools of Clients.

Step 4: Regression Analysis to Isolate Trends -- Step 5: Arm Your Sales Team with This Information to Improve Sales Conversations -- 6. Create a Prescriptive Process to Making Incremental Improvements -- 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? -- Reinforce Action -- How Do You Create a Reinforceble Training Program? -- Chapter 21: How Do We Effectively Scale a Social Selling Program Company-Wide? -- Amplify and Scale -- Returns -- Real-Time Dashboards for Current and Lagging Indicators -- Conclusion -- Index -- End User License Agreement.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.