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Social Selling: Techniques to Influence Buyers and Changemakers Paperback – 3 Jul 2016

4.9 out of 5 stars 25 customer reviews

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Product details

  • Paperback: 208 pages
  • Publisher: Kogan Page; 1 edition (3 July 2016)
  • Language: English
  • ISBN-10: 0749478012
  • ISBN-13: 978-0749478018
  • Product Dimensions: 15.6 x 1.1 x 23.4 cm
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (25 customer reviews)
  • Amazon Bestsellers Rank: 187,362 in Books (See Top 100 in Books)
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Product description

Review

"A Network gives you Reach... but a Community gives you Power. It's time to stop making excuses, and start bringing in-person social skills to the digital world. The authors not only understand this critical issue, they give you the tools to make it happen." (Ted Rubin, Social Marketing Strategist, keynote speaker, and CMO of Brand Innovators, @tedrubin 2016-05-13)

"Finally a social selling book that is full of meat, not fluff and buzzwords! A must-read for the sales-focused organization and its team." (Robert M Caruso, fondalo.com, @fondalo 2016-05-13)

"Hits on every single ideology that leaders at all levels need to hear and understand in order to keep their sales and marketing teams relevant in the digital age. The terminology used in this book is more than just the future of business, it is the now of business, and should serve as a wake-up call before it's too late." (Jack Kosakowski, Global Head of B2B Social Sales Strategy, Creation Agency, @jackkosakowski1 2016-05-13)

"Tim Hughes is top of the class of #SocialSelling teachers and practitioners. He is unique amongst #SocialSales influencers in that he actually uses social every day to sell more with less work. I loved reading Social Selling because it comes from a true salesperson who works in the business trenches every day. Run, don't walk, to buy your copy of Social Selling, to start selling Better, Smarter, Faster, the Social Selling Way." (Jon Ferrara, pioneer of #CRM, #SocialSelling, CEO of Nimble, founder of GoldMine, @Jon_ferrara 2016-05-13)

"Social Selling is a timely, relevant, authoritative how-to guide for any salesperson who doesn't want to get left behind. The authors have written a fierce book for salespeople who want to win in today's new, hyper-connected, hyper-social economy." (Jim Keenan, CEO, A Sales Guy Inc, author of Not Taught, @keenan 2016-05-13)

"The biggest problem with social selling is that most people confuse what it should really mean to their business. Using social media as part of your business is one thing, but following the practical advice of this book is what most businesses need if they want to see a return on their social efforts. Having had the chance to not only read the book, but to follow Tim Hughes across social for many years, I put this book at the top of the pile when it comes to useful reads on this topic." (Daniel Newman, CEO of Broadsuite Media Group, Forbes contributor and author, @danielnewmanUV 2016-05-13)

"Social Selling sets the scene beautifully explaining why, in a nutshell, sales is having to evolve for the first time in hundreds of years, thanks to the rise of social media and the always-mobile customer. But this isn't a book about the past; Hughes and Reynolds eloquently explain the future of sales with real takeaways, practical advice and detailed explanations. This book isn't about how to leverage tools to bend the will of the prospective customer: it is about how to build real trust, authority and influence in a world that can see through manipulative sales practices in a heartbeat." (Stewart Rogers, Director, Marketing Technology, VB Insight, @TheRealSJR 2016-05-13)

"Social Selling is a masterwork! At long last, the how-to manual that every sales leader has been hoping for. Pray your competition doesn't read this before you do!" (Ted Coiné, speaker, author, founder of OPENfor.business, @tedcoine 2016-05-13)

"This book lends a competitive edge in the world of social marketing and community building. Prominent social selling entrepreneurs have created a very usable guide for students and practitioners alike." (C. Wankel, St. John's University, New York 2016-12-07)

Book Description

A 'how to' guide, this provides a clear, step-by-step blueprint for social selling success based on building authority and influence in target communities

Full of practical and proven advice born of hard-won experience rolling out these techniques across large sales forces

Outlines how to roll out this strategy across an organisation including investment, risk and governance, working across teams and technology platforms

Full of useful pedagogical features such as tips, checklists and theoretical examples

Supported by eight bonus 'how-to' articles, giving more depth on how to run the processes discussed in the book

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Customer Reviews

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By Autamme_dot_com TOP 1000 REVIEWER on 4 Aug. 2016
Format: Paperback
The traditional behaviour of buyers is changing thanks to the Internet and digital takeup and thus it can be harder for sales people to connect and possibly influence the decision making process. This book believes that it has some answers and can help the reader get a foot in the door at this crucial time through so-called social selling.

Increasingly people are not buying in a vacuum. For some, validation and evaluation of a supplier comes from their friends and acquaintances, perhaps through social media. For others, they are proactively searching online for information about both the potential supplier and the product. User reviews and opinions both good and bad can and do make a difference.

Key to the advice of the authors is building social trust, an influencing voice and a perceived authority. Here size of a company is not everything. It does not necessarily translate to overnight sales, there can be a bit of a long lead time as one’s bona fides are established, yet it can be an essential series of events that potentially may yield even-greater benefits in the long run.

The authors believe that social selling is going to replace the interruption-based selling method that has previously dominated the B2B space. It is probably inevitable, yet many still overlook the power of a prospective buyer’s network; whether it is a close series of friends whose counsel is sought or the mass power of an anonymous online forum. Clearly a company is not going to invest several million dollars in a software package or change suppliers for components on the basis of a Facebook post or review site entry, yet if they read streams of negative commentary, concern and more it might just set alarm bells ringing.

The world is global and mistakes can be amplified.
Read more ›
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Fantastic book. To the point. Explains the why, the how and how to implement. Couldn't recommend this highly enough. Is written also without annoying, unnecessary acronyms and so is also great for anyone who is actually relatively new to marketing and/or social media.
If you've been in marketing in the past and know that you need to re-educate yourself regarding the modern market, this is also the book for you.
I willl be referring back to it time and time again.
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Redefined my understanding of social selling and taught me usable techniques. An excellent companion, that I can see myself referring back to. Easy to pick up and understand, I also love the links to additional online content.
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The world has changed, and this affects they way you buy and also the way we sell. As usual it took some time to catch-up with the B2B world, but now it's here, it's the Social Selling. I personally heard about this term a little bit more than a year ago, and after reading a lot about it, following the "influencers" and "thought leaders" I found out about this book.

Social Selling, bring a very nice summary to the whole movement, it takes you from the essentials to the tools that can help you doing this. It covers all the aspects, and also it brings some order in the steps that you should do to become a "social selling organisation". Even if you never heard of the term before, or you're like me somewhere on the road of discovery this book will give you a plan and clear idea where you should reach!

I highly recommend this book for anyone who has or has not an interest in social selling! Tim & Matt did a tremendous job
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To start with, I have to admit a little bit of bias towards the author, Tim Hughes! Whilst I've never met Tim, we'd already been in contact via Social Media before the time of his book launch and have since kept in contact almost daily via Tweets, re-tweets and some formal and friendly chats on Facebook. Practice what you preach as they say!

I'm one of those people who was probably social selling before it was called social selling. I'm very active on social media and have been using it to make and nurture new contacts for a couple of years now. That said, it was all done on a whim, with no real strategy behind it.

After reading Tim's book, it gives you all you need to know in terms of community building and making the correct approach. Taking on board the suggestions in the book will definitely make you better in your sales career.

I look forward to Social Selling 2 - if there is one.
Gary @garyfarmer_ecom
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I picked up this book after reading some of Tim's posts on LinkedIn about social selling. I consider myself to be very active on social media, so I was interested to read an approach to developing an online voice, particularly in the selling arena (although I don't work in sales).

This book clearly outlines the benefits of developing a social voice, how you go about it and the various levels of maturity. By developing a clear process for building social maturity in an organisation, you can build an advantage on your competitors. It's well written, clear and explains a good, structured approach to change.

We are living in a digital, online world now. Many sales organisations haven't made the necessary shift to address this change. This book is a great foundation if you need to work out where to start. In the future, all organisations will use social selling to enhance their sales strategy.
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