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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 Manager, 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 global 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.

Contributing author Jill Rowley has established herself as a thought leader and adviser to some of the world’s largest companies. Jill has been hailed as the #1 most influential woman in social selling (#3 overall) by Forbes, named to OpenView's list of Top 25 B2B Sales Influencers for 2014, and listed as the number one social selling influencer by Onalytica in 2015. She is on Social Selling University’s Top 15 Professionals that Utilize Social Selling list, and was featured in the October 2012 issue of SUCCESS Magazine as a Top Sales Star.


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.

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

B2B sales people can use the Infinite Pipeline™ Sales Development Process to create online relationships for sales success. Stop smiling and dialing, and use social media to engage with prospects by become the answer to their problems by socially surrounding them.

Along with contributing author and #1 social selling salesperson Jill Rowley, 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.

This updated sales person edition contains lots of case studies that explain how successful sales people use 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 shows 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 Jill Rowley's 5 Pillars of Social Selling.

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
ISBN/EAN13:
0988468204 / 9780988468207
Page Count:
218
Binding Type:
US Trade Paper
Trim Size:
6" x 9"
Language:
English
Color:
Black and White
Related Categories:
Business & Economics / Sales & Selling / Management




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