The Cold calling numbers game is a thing of the past – it’s slow, inefficient and ineffective at best. At worst, it’s reputation ruining and a door closer.

Social selling is becoming vital, it’s about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve sales goals. Done correctly this sales technique enables better lead generation, a more effective and efficient sales and prospecting process. Whilst making building and maintaining relationships much easier within a network both you and your customers trust.

This guide will show you how to be a Social selling Star!

About the author

Andrew Whalley is currently a Marketing Lecturer at Royal Holloway University of London, where he concentrates on topics in Strategic and Digital Marketing, as well as mentoring less experienced colleagues. He is a teaching veteran of over 25 years with international experience in universities and executive education, as well as being a guest speaker and presenter. Prior to lecturing, Andrew was an officer in the British Army, after which he gained commercial experience as a consultant, director, interim manager and executive director, as well as co-running his own consultancy business. He holds six degrees, three masters and a DBA, alongside numerous professional and executive education qualifications.

• About the Author 
  
• Introduction 
  

1. Sales in the Era of Social Media
   
   1. Awareness 
      
   2. Consideration 
      
   3. Transaction 
      
2. Details of Social Selling 
   
   1. More and Better Leads 
      
   2. A Shorter Sales Cycle 
      
   3. Greater Customer Lifetime Value   
      
3. The Pillars of Social Selling 
   
   1. Listen and Learn 
      
   2. Research and Relate 
      
   3. Engage and Impress 
      
   4. Collaborate and Close 
      
4. Social Buying 
   
   1. The New Buying Process
      
   2. The Salesperson’s New Role 
      
5. Getting a complete picture of the customer
   
   1. Using social media tools to enhance your customer profiles
      
   2. Enterprise Social Technology for Social Selling
      
   3. Social Selling and media
      
6. The Tools of Social Selling
   
   1. LinkedIn 
      
   2. Twitter 
      
   3. Google alerts   
      
   4. Message Boards
      
   5. CRM Profiles   
      
   6. Blogs   
      
   7. Mutual Connections & Internal connections 
      
7. Continuing Engagement