Title Page -- Copyright Page -- Contents -- Acknowledgments -- Introduction -- Chapter 1 - Fishing in Social Ponds: Using Social Media as a Prospecting Tool for Online Sales -- Tackling the Ever-Changing Sales Process -- The Social Selling Mantra -- Where to Go Fish -- Social Selling is a Team Sport -- Chapter 2 - The Social Triangle of Online Sales Success: Bringing together Social Marketing, Social Commerce, and Social Support -- Meeting the Demands of the Social Customer -- Capturing the Customer Experience -- Taking Shape and Connecting All the Dots -- Chapter 3 - Speaking a New Language: The Ten Most Important Rules for Online Social Interactions -- Rule #1: Be Genuine -- Rule #2: Listen, Listen, Listen -- Rule #3: Be Responsive -- Rule #4: Follow the Leader -- Rule #5: Tailor the Conversation -- Rule #6: Be Helpful -- Rule #7: Identify the Enter and Exit Signs -- Rule #8: Maintain the Separation of Professional and Personal -- Rule #9: Be Consistent -- Rule #10: Admit when you're Wrong -- Chapter 4 - More than Lead Scraping: The Benefits of Un-Selling in Social Media -- Boosting your Online Likeability -- Lead Scraping or Lead Generation? -- Moving beyond Lead Scraping -- The Truth about Un-Selling -- Expanding Circles, Influence, and Recommendations -- Chapter 5 - Tweets, Likes, Comments, and Recommendations: Understanding the Value of Peer-to-Peer Influence in Social Sales -- Online Reviews: Word-of-Mouth Marketing on Steroids -- Likes, Favorites, Followers, and Other Positive Social Indicators -- Blogs, Forums (Groups), and Communities Matter, Too -- Chapter 6 - Content, Engagement, and Building a Relationship: Pulling the Social Customer through the Online Sales Funnel -- Understanding the Changing Sales Funnel -- Developing Buyer Personas for your Social Customers -- Creating Content to Feed the Online Sales Funnel.

Mapping Types of Content to the Social Networks to Engage and Build Relationships with Prospects -- Chapter 7 - Tools of the Trade: Using Online Services and Applications to Help you Find, Track, and Engage Social Customers -- Social Information that Matters -- Finding Purpose with Social Tools -- Monitoring Tools -- Influence Trackers -- Social Sharing Tools -- Content Curator Tools -- Applications for Creating Content -- Social Influence Measurement Tools -- Mobile Apps -- Chapter 8 - Time is Money: Building Social Selling into your Schedule -- Identifying Current Time Conflicts -- Spending your Time in Fishing Holes, Not Rabbit Holes -- Conquering the Social Selling Conflict -- Setting Clear Objectives -- Designating Blocks of Time -- Prescheduling Posts -- Limiting your Exposure -- Using your Extended Resources -- Going Mobile -- Chapter 9 - Free and Not Quite Free: Determining your Budget -- Recognizing the Cost of "Free" and Investing in your Success -- Deciding how much to Spend to Ramp Up your Selling Game -- Support Costs -- Program Costs -- Tools and Technology -- Resources -- Chapter 10 - Developing your Social Selling Strategy: The Components for a Realistic Social Media Sales Plan -- A Strategy for you and your Company -- Establishing your Goals and Objectives -- Setting the Rules of Engagement -- Conducting your Research -- Knowing your Assets and Getting Organized -- Developing an Outreach Schedule -- Integrate Online and Offline Sales Efforts, then Repeat -- Chapter 11 - Linkedin: Turning Connections into Sales -- Expanding beyond a Digital Resume -- Social Media First Impressions Start with your Profile -- Expanding your Connections -- Paid versus "Organic" Opportunities for Social Selling -- Chapter 12 - Twitter: Social Selling in 140 Characters or Less -- Influential Tweets -- Twitter Basics for Business.

The Advantages of Using Twitter for your Business -- Equal Opportunities for B2C and B2B Prospecting -- Best Practices and Tips -- Chapter 13 - Facebook, Google+, and Online Communities: Targeting your Social Customer Base -- Using your Personal Facebook Account -- Using a Company Facebook Page to Turn Fans into Customers -- Google +: Turning Circles into Opportunities -- Spreading your Message on Blogs and Online Communities -- Chapter 14 - The Rise of Visual Content and its Influence on Sales: YouTube, Pinterest, Infographics, and More -- Visual Content that Helps Convey your Message -- Incorporating Visual Content into your Sales Process -- Sharing Visual Content Using Apps -- Social Sharing Platforms Made for Promoting Visual Content -- Putting your Videos on YouTube -- Pinning your Visual Content to Pinterest -- Sharing Top-Performing Presentations on SlideShare -- Chapter 15 - Social Selling Trends: Harnessing the Growth of Mobile Sales -- The Influence of Mobile Devices by the Numbers -- Mobile Commerce in Action -- Social Selling and Preparing for Mobile Sales -- Chapter 16 - Case Studies: Social Success Stories for B2C and B2B -- Caron's Beach House, a Specialty Online Retailer (B2C) -- Bizo, a Marketing Services Firm (B2B) -- Shopify, an e-Commerce Platform for Online Retailers (B2B) -- Notes -- Index -- About the Author -- Free Sample Chapter from New Sales. Simplified.