Social Selling Mastery

Chapter 2Leadership Executive Summary

Knowing is not enough, we must apply. Willing is not enough, we must do.

—Bruce Lee

After you read this book, I hope you contact me to say, “This is the MBA of social selling.” Each chapter provides you with the theory and principles up front, then dives deep into the tactics that need to be executed on a daily basis. This book is crafted in a sequence that should be followed in order of operations. Don't skip steps. Make Chapters 3, 4, and 5, the leadership chapters, a priority to execute, even if that takes months. We can't talk about Social Selling Mastery without first addressing the elephant in your organization—senior leaders. These executives must support, drive accountability, and reinforce social selling, to make it scale. This might seem like a blanket statement, but I can't be anymore straightforward. This is the first bridge you must cross. The leadership chapters will crack the code on the following:

1. Who needs to be part of your social selling project?
2. What are each leader's responsibilities and how does everyone contribute to driving accountability among all employees in the sales and digital marketing departments?
3. How do we measure social selling success from beginning to end, measuring and correlating the relationship between learning absorption and pipeline growth?
4. What will be our predictors for success and what should we be looking for as leading and current indicators in our sales and digital marketing teams?

After ...