Social selling : techniques to influence buyers and changemakers Machine generated contents note: Introduction to social selling 01 Community and tribalism The importance of owning your community Building your community What community is not Summary Bonus material 02 Your identity within social networks LinkedIn Twitter Summary 03 Talking to strangers Networking in real life example Listening Social graph Researching Talking Summary 04 Controlling influence What is influence Your celebrity YouTubers The structure of influence How do you create loved up influencers Control and trust Modelling Summary 05 The mechanics of traditional sales A quick word about technology adoption curves The mechanics of networking The mechanics of social networks Summary 06 Moving from an analogue to a social mindset So what do you listen for Signals what are they What is your own brand DNA online How do you find content The 4 1 1 rule Online and offline community Social selling best practice Summary Bonus material 07 Selling the idea of social selling and measuring success The opportunity Common objections and how you get around them How to position social selling with your executive team Return on investment (ROI) and criteria for success Different types of metrics Finally some questions you should be asking yourself Summary Bonus material 08 How to use technology to your advantage Research Tools that automate and schedule Content curation Content creation Measuring influence and amplification Summary 09 Digital maturity Social media is all about trust Social selling maturity How to implement a social selling change programme Optimization Social initiatives Summary 10 Five steps to getting you started The Changemaker Method Getting started Step 1: Setting up shop Step 2: Learning to listen Step 3: Building authority and influence Step 4: Optimizing Step 5: Enhancing collaboration Summary Further reading Index As the digital landscape has changed buyers habits its 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