The New Handshake: Sales Meets Social Media

by Joan C. Curtis, Barbara Giamanco

Overview

This book offers an up-to-date and definitive explanation of how to build relationships via social media in the sales process and is a guide to encouraging sales people to embrace these revolutionary techniques.

With more than 400 million active users on Facebook alone (50 percent of whom log in on any given day), today's social media-oriented climate has redefined the way people communicate and interact. It's also changed the way consumers operate in the marketplace. Unfortunately, as a whole, sales professionals have been slow to embrace the new technology.

In The New Handshake: Sales Meets Social Media, coauthors Curtis and Giamanco present Sales 2.0, a significant expansion from selling via the traditional face-to-face or telephone sales methods. The book begins by examining the impact of the communication revolution on sales as well as the history of selling. It contains case examples that justify incorporating social media in business. The final chapters of the book describe each social network, explain how they work, and create a road map for a social media sales strategy—including how to empower salespeople to overcome their resistance to change.

Product Details

ISBN-13:	9780313382710
Publisher:	Bloomsbury Academic
Publication date:	08/05/2010
Pages:	204
Product dimensions:	6.20(w) x 9.30(h) x 1.00(d)

About the Author

Joan C. Curtis is CEO of Total Communications Coaching, Athens, GA, where she is an ICF certified coach and nationally known speaker.

Barbara Giamanco is CEO of Talent Builders, Atlanta, GA, and an experienced sales strategist, consultant, and speaker with a proven track record for generating sales.

Table of Contents

Acknowledgments
Introduction
PART ONE: THE EVOLUTION OF SELLING AND BUYERS
Chapter 1: The Evolution of Sales
Chapter 2: The Evolution of Buyers and Online Communication
Chapter 3: The Wild, Wild West of Social Media
Chapter 4: What Are You Waiting For?
Chapter 5: Consultative Selling: Make New Friends but Keep the Old
Chapter 6: What Does Your Social Media Customer Look Like?
Chapter 7: Developing the Corporate Mindset
Chapter 8: Charting Your Course: The Three P's: Purpose, Plan, People
PART TWO: SOCIAL MEDIA OUTLETS—WHAT WORKS BEST WHEN AND HOW TO BEGIN
Chapter 9: Sales Meets Facebook
Chapter 10: Sales Meets LinkedIn
Chapter 11: Sales Meets Twitter
Chapter 12: You Digg It, I'm Delicious, We All StumbleUpon
Chapter 13: The Blogosphere
Chapter 14: Netiquette
PART THREE: DEVELOPING A SOCIAL MEDIA SALES STRATEGY
Chapter 15: The First 15 Days of the 30-Day Social Media Sales Challenge: What You Need to Do to Get Started Now
Chapter 16: Seeing the Finish Line: Meeting the 30-Day Social Media Sales Challenge
Postscript: Accessibility and Customer Service—When Technology Fails Us
Appendix: Resource Guide
Notes
Index

What People are Saying About This

Axel Schultze

"The New Handshake is like a can of worms, once opened you won't be able to go back to 'business as usual'. Since 3,000 years we know how important 'connections' are. The New Handshake introduces techniques to leverage tools like Facebook, Twitter and LinkedIn, that gets you beyond the chatter and random noise in the social media world. Right from chapter one I was pulled into an amazing world of tools and techniques everybody can apply immediately."

—

Axel Schultze, CEO Xeequa Corp., founder of Social Media Academy

Anneke Seley

" The New Handshake confirms that in the midst of changing buyer preferences, sales professionals must adopt new approaches in order to be trusted and relevant to customers. It also offers a practical way to add social media strategies to sales programs using blogs, Facebook, Twitter LinkedIn, and more. This book sets the tone for the next generation of books about sales and social media."
— Anneke Seley, Author, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology

Anneke Seley

"The New Handshake confirms that in the midst of changing buyer preferences, sales professionals must adopt new approaches in order to be trusted and relevant to customers. It also offers a practical way to add social media strategies to sales programs using blogs, Facebook, Twitter LinkedIn, and more. This book sets the tone for the next generation of books about sales and social media."

—

Anneke Seley, Author, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology

Rick Burnes

"Having trouble navigating the social media and Sales 2.0 ecosystem? End your troubles. Read this book. The New Handshake is the essential guide to using low-cost (and free!) social tools to improve your sales process."

—

Rick Burnes, Editor, HubSpot The Inbound Marketing Blog

Dale Underwood

"Smart business people know how to adapt as buyer behavior and market conditions change. This book gives the savvy business person a quick roadmap for using new media tools to find new customers before they make a buying decision. Read it, share it!"

—

Dale Underwood, President, EchoQuote

Dale Underwood

"Smart business people know how to adapt as buyer behavior and market conditions change. This book gives the savvy business person a quick roadmap for using new media tools to find new customers before they make a buying decision. Read it, share it!"

— Dale Underwood, President, EchoQuote

Chris Brogan

"My passionate desire is for all businesses to bring humanity back. Barb Giamanco and Joan Curtis have a great prescription for you to follow. Now, buy this book for the boss, and make sure you nod emphatically that this is what your company needs."

—

Chris Brogan, co-author of Trust Agents, and blogger at chrisbrogan.com

Axel Schultze

" The New Handshake is like a can of worms, once opened you won't be able to go back to 'business as usual'. Since 3,000 years we know how important 'connections' are. The New Handshake introduces techniques to leverage tools like Facebook, Twitter and LinkedIn, that gets you beyond the chatter and random noise in the social media world. Right from chapter one I was pulled into an amazing world of tools and techniques everybody can apply immediately."

— Axel Schultze, CEO Xeequa Corp., founder of Social Media Academy

Rick Burnes

"Having trouble navigating the social media and Sales 2.0 ecosystem? End your troubles. Read this book. The New Handshake is the essential guide to using low-cost (and free!) social tools to improve your sales process."
— Rick Burnes, Editor, HubSpot The Inbound Marketing Blog

Chris Brogan

"My passionate desire is for all businesses to bring humanity back. Barb Giamanco and Joan Curtis have a great prescription for you to follow. Now, buy this book for the boss, and make sure you nod emphatically that this is what your company needs."
— Chris Brogan, co-author of Trust Agents, and blogger at chrisbrogan.com