B2B Social Selling Strategy

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.

• Chapter - 01: Introduction - How To Use This Book;Chapter - 02: The Modern B2B Sales Challenge - Who Sells, How They Do It And Why It Works;Chapter - 03: Getting Started - Creating Your Own B2B Social Selling Strategy With Achievable Objectives And KPIs;Chapter - 04: Networked Audiences - Finding Your Networked Audiences On Social Media, What Do They Look Like, And How Can You Understand Them?;Chapter - 05: The Interdependent Brand - Differentiating Your Business Through Mature Relationships And Effective Content Marketing;Chapter - 06: Campaigns - How To Take An Integrated Approach To B2B Social Selling Channel Selection;Chapter - 07: Campaigns - Building And Implementing A B2B Social Selling Plan;Chapter - 08: B2B Social Selling Tools - How To Select The Best Tools To Improve Efficiencies, Increase Insight, And Transform Results;Chapter - 09: Using B2B Social Media Influencers - Making The Most Of Influencer Relationships;Chapter - 10: Monitoring And Measurement - Measuring The Effectiveness Of Your B2B Social Selling Strategy;Chapter - 11: Social Transformation - Creating A B2B Social Selling Culture In Your Business

"'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."