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The Infinite Pipeline: How to Master Social Media for Business-to-Business Sales Success

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About the author:
Mike Ellsworth has been buying enterprise technology solutions for more than 20 years and has met, worked with, and been (sometimes) annoyed by every kind of B2B sales person. He even briefly sold vacuum cleaners a long time ago while in graduate school, and experience which firmly convinced him that he's not a sales guy.

Mike's background includes experience as an IT Program Man¬ager, Chief Technology Officer, Vice President of Strategic Planning, Senior Project Manager, and as an independent Emerging Technology Strategy Consultant.

Robbie Johnson is an experienced business development and channel sales manager who is adept at effectively creating a community of customers and prospects to attract new business, close sales, and increase company revenue. He has successfully worked with a wide array of organizations ranging from Fortune 100 companies to small, local companies to non-profits and charity organizations.

Robbie has a history of using new approaches to adapt sales processes and the relationship sell to the constantly evolving business-to-business environment to successfully close millions of dollars of sales and partnerships. Over the past five years, Robbie has focused on pioneering the use of social media in three different B2B environments: one of the world's largest software companies, a small IT consulting firm, and as channel manager of a medium-sized software-as-service (SaaS) company.

In addition to being a founding principal of SMPG, Ken Morris is President and CEO of Aperçu Group Inc., a team of leading scholars and practitioners dedicated to helping organizations improve their financial and operational performance, and co-founder, President and CEO of CorCardia Group, Inc., a global medical supply chain firm that develops leading-edge inventory management solutions for medical device companies and hospitals.

In addition to social media consulting, Ken consults and coaches on issues of diversity, leadership, conflict management, succession planning, crisis management, team building, negotiation, presentation skills, workplace systems design, marketing, and strategic planning.

The Infinite Pipeline: How to Master Social Media for Business-to-Business Sales Success

Sales Person Edition

Authored by Mike Ellsworth, Robbie Johnson, Ken Morris JD

Many sales people, particularly in business-to-business categories, may think that social media is a consumer plaything and not well-suited for use in business, and especially in sales.

The Infinite Pipeline demonstrates that social selling is real, it’s here, and sales people can learn social sales techniques to improve their effectiveness.

The book describes the Infinite Pipeline™ Sales Development Process, which enables B2B sales people to use social media to create online relationships for sales success. It contains social strategy and practical advice for creating evangelists and communities that produce sales without the use of time-consuming, ineffective smiling and dialing techniques.

Social Media Performance Group presents easy-to-use step-by-step instructions for getting on popular social networking sites and mastering the techniques of social selling, including a plan for your first 30, 60, and 90 days on social media.

The sales person edition contains dozens of case studies that explain how successful sales people are using social selling techniques to prospect and close sales as well as how their companies are creating online communities that help sustain relationships with customers and develop new relationships with customers.

The Infinite Pipeline will show you how to use social media to improve customer satisfaction, start, build, and sustain professional relationships and involve the whole company in sales efforts.

Topics include: Why Social Media for B2B Sales; The Failure of Traditional Sales Metrics; What You Know About Who You Know; No More Smiling and Dialing; and Always Be Engaging Replaces Always Be Closing.

Infinite Pipeline provides everything you need to know to supercharge your sales efforts using social selling techniques, showing you how Infinite Pipeline theories and tools work in actual business scenarios.

What Others Are Saying

“Infinite Pipeline offers practical advice for using social media to extend relationship selling online. It’s a great way to get crazy-busy prospects to pay attention.”
—Jill Konrath, author of SNAP Selling and Selling to Big Companies

“Sales is all about relationships and trust. Infinite Pipeline is the ‘how to’ guide for maximizing social networks to find and build relationships, and generate trust in our digital age.”
—Sam Richter, best-selling author, Take the Cold Out of Cold Calling (2012 Sales book of the year)

“Infinite Pipeline will be the authority on building lasting relationships through online social that result in bottom line business.”
—Lori Ruff, The LinkedIn Diva, Speaker/Author and CEO of Integrated Alliances

Publication Date:
Oct 11 2012
0988468204 / 9780988468207
Page Count:
Binding Type:
US Trade Paper
Trim Size:
6" x 9"
Black and White
Related Categories:
Business & Economics / Sales & Selling / Management

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