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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.
• Enlightening case studies of the use of social media in sales, including Facebook, Twitter, LinkedIn, blogging, and social bookmarking
• Written with the input of contributing experts in the field of social networking, sales, communication, and consumer purchasing behavior
• Includes ten ways to boost ROI using the "New Handshake" methods
• Illustrations depicting the Tannebaum and Schmidt decision-making model, as well as screenshots from blogs, Constant Contact, Delicious, Digg, and LinkedIn
• A complete bibliography serves as a handy resource guide
- Sales Rank: #945398 in Books
- Published on: 2010-08-05
- Original language: English
- Number of items: 1
- Dimensions: 9.21" h x .56" w x 6.14" l, 1.10 pounds
- Binding: Hardcover
- 204 pages
Most helpful customer reviews
8 of 8 people found the following review helpful.
The New Handshake is gripping
By Edith Bosworth
I thought I was a semi-expert on social media. That was until I picked up a copy of the New Handshake: Sales Meets Social Media. This book will naturally appeal to corporate professionals and sales people who have not yet accepted what potential value Facebook, Twitter and Linkedin (to name a few) may add to their marketing arsenal. On the other hand, there are people like myself -- a Director of Marketing for a small business, a blogger since 2006 and one who's been comfortably Tweeting on behalf of nonprofits, businesses and my own personal agenda since Fall of '08. While I'm fairly comfortable (maybe too) with the branding and communication aspects of social media, reading The New Handshake is helping me to construct "a plan" to make the most of my creative messaging. The introduction alone reads like a well written tale on the history of sales. So, not only is The New Handshake a useful and educational tool for us marketeers, it's a page turner as well. I plan to buy at more copies as gifts for my fellow bloggers, social media-ites and biz buds who are always looking for new ways to advance their careers.
1 of 1 people found the following review helpful.
Read it today!
By Chris Rollins, The Conductor
Sure, you can pick up dozens of books on the subject of sales as well as Social Media. In this book Barb and Joan do a tremendous job of bringing the two together. I have read many sales books that discuss the fact that you need to get on board with Social Media today, but they rarely go into any real detail on the "how".
The authors of this book have a solid grasp on the fact that sales is still a process that is accomplished by people interacting with people today. This is not something they are trying to change. Many in Sales Management today fear that the Social Media use will become a deterrent to their sales teams active selling time. Not only does this book dispel that myth, but it actually gives detailed advice on how to make the active selling time of your team even more productive.
In the 30 day challenge the book provides you will find specific and measurable steps to see real progress in a very short span of time.
Still not convinced? My challenge would be to read this book and give the 30 day challenge a real effort with an openness to change. You will be glad you did!
1 of 1 people found the following review helpful.
This book will change your life in sales
By Koka Sexton
There are very few people that can say they've written the book on leveraging social media for sales. Joan and Barbara tackle this from two very important angles. The practical and prescriptive actions people should take that want to be successful in this new sales environment and backing it with the research from tested processes on best practices.
While reading this book I kept thinking that this should be a text book for college. Anyone taking business classes or marketing courses could benefit from the information contained here. When I realized that this book was published in 2010 and knowing they must have started the research in 2009, it shows that these two are ahead of their time when it comes to leveraging social media for business. Needless to say I highly recommend this book.
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