Preface ix Acknowledgments xv Introduction The Road Map to Digital Transformation 1 PART ONE Creating a Mindset Shift for a Digital Transformation 11 Chapter 1 Why Do I Need to Change Now, Not Tomorrow? 13 Chapter 2 Leadership Executive Summary 21 Chapter 3 How Do I Drive Organizational Buy-in and Accountability? 25 Chapter 4 The Three Key Leadership Roles: Sales, Marketing, and Sales Operations/Enablement 31 Chapter 5 Organizational Tools and Metrics for Social Selling Success 37 PART TWO Social Selling Mastery for the Sales Professional 53 Chapter 6 Start Building a Personal Brand 55 Chapter 7 Develop Buyer-Centric Profiles: LinkedIn, Twitter, and Other Social Platforms 63 Chapter 8 Find: Socially Surround a Buyer and the Buying Committee 71 Chapter 9 Educate: Leveraging Content to Shape a Buyer's Journey 87 Chapter 10 Engage: Touching "Every Deal, Every Day" with Social Media 95 Chapter 11 Develop: Scaling Up Your Social Networks 105 Chapter 12 Create a Social Selling Routine 109 PART THREE Building a Lead Factory with Digital Content Marketing 113 Chapter 13 Why Does Misalignment Exist between Sales and Marketing? 115 Chapter 14 What Is the Current State of Your Lead Factory? 123 Chapter 15 Create High-Quality, High-Quantity Content 131 Chapter 16 Organize Internal Content for Easy Access by Your Sales Force 145 Chapter 17 Discover Inbound and Outbound Marketing Hacks to Accelerate Lead Velocity 153 Chapter 18 Evaluate Your Customer's Journey: Find the Trends and Improve Key Sales Interactions 159 PART FOUR Scaling Up with Sales Operations and Sales Enablement 169 Chapter 19 How Do We Mitigate Skill Gaps with Our New Hires? 171 Chapter 20 Ongoing Coaching: How Do We Create a Repeatable Process? 175 Chapter 21 How Do We Effectively Scale a Social Selling Program Company-Wide? 181 Conclusion 187 Index 189
JAMIE SHANKS is CEO of Sales for Life, the world's definitive social selling training and coaching company. He is a world leading social selling expert responsible for pioneering the space. He has trained thousands of sales professionals, from Fortune 500 companies to solopreneurs, and built social selling solutions in the majority of industries.