- Cover
- Title Page
- Copyright
- Preface
- Acknowledgments
- Introduction: The Road Map to Digital Transformation
- Part One: Creating a Mindset Shift for a Digital Transformation
- Chapter 1: Why Do I Need to Change Now, Not Tomorrow?
- Chapter 2: Leadership Executive Summary
- Chapter 3: How Do I Drive Organizational Buy-in and Accountability?
- Chapter 4: The Three Key Leadership Roles: Sales, Marketing, and Sales Operations/Enablement
- Chapter 5: Organizational Tools and Metrics for Social Selling Success
- Part Two: Social Selling Mastery for the Sales Professional
- Chapter 6: Start Building a Personal Brand
- Chapter 7: Develop Buyer-Centric Profiles: LinkedIn, Twitter, and Other Social Platforms
- Chapter 8: Find: Socially Surround a Buyer and the Buying Committee
- Chapter 9: Educate: Leveraging Content to Shape a Buyer's Journey
- Chapter 10: Engage: Touching “Every Deal, Every Day” with Social Media
- Chapter 11: Develop: Scaling Up Your Social Networks
- Chapter 12: Create a Social Selling Routine
- Part Three: Building a Lead Factory with Digital Content Marketing
- Chapter 13: Why Does Misalignment Exist between Sales and Marketing?
- Chapter 14: What Is the Current State of Your Lead Factory?
- Chapter 15: Create High-Quality, High-Quantity Content
- Step 1: Centralize a Buyer's Journey
- Step 2: Segment the Buyer's Journey into Sales-Centric Stages
- Step 3: Kick-start New Ideas for Insights
- Step 4: Develop an Insights Committee for Scale
- Step 5: Content Calendar
- Content Creation Best Practices
- “Turkey Slice” Your Core Content
- Templates: Like Punching Out Cakes
- Assign Tags for Each Insight Before Development
- Facts and Data Are the Center of the Story
- Create a Never-Ending Story
- Fuel Insights Development with ”Window Time”
- Chapter 16: Organize Internal Content for Easy Access by Your Sales Force
- Starting Your Content Organizational System
- Step 1: Audit Sales' Ability to Find Your Internal Library
- Step 2: Audit Sales' Ability to Navigate Your Internal Library
- Step 3: Redesign the Framework of Your Content Library Using Your Content Calendar Tags
- Step 4: Tags for Keyword Indexing
- Step 5: Leverage a Visual User-Interface to Help Contextualize the Insights for Sales
- Accelerating Insights with Employee Advocacy
- Chapter 17: Discover Inbound and Outbound Marketing Hacks to Accelerate Lead Velocity
- Chapter 18: Evaluate Your Customer's Journey: Find the Trends and Improve Key Sales Interactions
- Part Four: Scaling Up with Sales Operations and Sales Enablement
- Conclusion
- Index
- End User License Agreement
-
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