- Provides a clear strategic framework for leveraging social media effectively to create strong B2B leads and sales
- Shows how to identify the right social channels, connect with customers, create engaging content and work with B2B influencers
- Demonstrates how to integrate social selling with other sales and marketing channels and measure success against objectives and KPIs
- Features original research, case studies and interviews with industry experts to explore best practice
- Online resources: interactive tools and templates to be used to create and execute your own social selling strategy
B2B Social Selling Strategy
Connect with Customers, Build Relationships and Drive Sales
Leverage social media effectively to nurture prospects, develop relationships and stand out from the competition, to create stronger B2B leads and sales.
Key features at a glance
EAN: 9781398604490
Edition: 1
Published:
Format: 234x156
280 pages
About the book
Social media, when deployed strategically and effectively in B2B channels, offers a uniquely personal long-term networking opportunity for sales teams and business professionals.
For many, this has supercharged their sales performance, with empowered teams, faster results, and higher revenues. For others, the challenges of navigating social channels for business can be daunting. Concerns over social media confidence, personal and professional conflicts of interest, and a loss of management control can lead to a lack of action or ineffective modes of engagement.
B2B Social Selling Strategy provides a clear framework for identifying the right social channels, connecting with potential and existing customers and measuring success against objectives and KPIs.
Featuring original research, case studies and interviews with industry professionals, the book also shows how to generate content to attract attention and gain trust, work with B2B influencers and create a social selling culture. Exploring how to build your personal brand in synergy with your business and integrate social selling with other sales and marketing channels, it is supported by online interactive tools and templates to be used to create and execute your own social selling strategy. Written by a recognized social media expert, B2B Social Selling Strategy is an indispensable guide for B2B sales, marketing and social media professionals.
About the authors
Julie Atherton is the founder of the social media transformation advisory and marketing consultancy Small Wonder which specializes in advising organizations on embedding social media in their strategic development and growth. Her social media strategy books are built on 30 years' experience gained advising and training global brands, small independents and innovative start-ups including Deloitte Digital, Mott MacDonald, Nissan, Axa Group, St John Ambulance, Parcelforce Worldwide, Emerge Digital, Arnolfini, SmartViz and Ulster Bank. She is the author of Social Media Strategy, also published by Kogan Page.
'Social selling' is nothing new. People have been doing it for years over breakfast, lunch, dinner and invites to events. But the numbers are generally small, and it takes time. Social selling today is on a different scale and to manage a strategy at this scale needs some guardrails. Julie has written a much needed 'how to' guide which brings everything up to date for us.
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