The New Handshake

Sales Meets Social Media

Joan C. Curtis, Barbara Giamanco

• Publisher: Praeger
• Year: 2010
• Print ISBN: 9780313382710
• eBook ISBN: 9780313382727
• Edition: 1
• Topic: Business
• Subtopic: Digital Marketing
• Index: Business

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. With more than 400 million active users on Facebook alone (50 percent of whom log in on any given day), today's social media-oriented climate has redefined the way people communicate and interact. It's also changed the way consumers operate in the marketplace. Unfortunately, as a whole, sales professionals have been slow to embrace the new technology. In The New Handshake: Sales Meets Social Media, coauthors Curtis and Giamanco present Sales 2.0, a significant expansion from selling via the traditional face-to-face or telephone sales methods. The book begins by examining the impact of the communication revolution on sales as well as the history of selling. It contains case examples that justify incorporating social media in business. The final chapters of the book describe each social network, explain how they work, and create a road map for a social media sales strategy—including how to empower salespeople to overcome their resistance to change.

Table of contents

• The New Handshake: Sales Meets Social Media