Social Selling: Techniques to Influence Buyers and Changemakers

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Kogan Page, 2016 - BUSINESS & ECONOMICS - 194 pages
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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"--

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About the author (2016)

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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