Ebook: The new rules of sales and service: how to use agile selling, real-time customer engagement, big data, content, and storytelling to grow your business

Online Content That Informs, Entertains ... and Sells InsuranceUpdates to This Revised Edition; Learning from Examples: How the Successes of Others Can Provide Ideas and Options for Your Own Organization; 1: The Old World of Sales and Service; The Old Sales Model: ""Dialing for Dollars""; The Voice of Authority: When the Salesperson Was the Expert; The Salesperson Expert versus the Web-Educated Buyer; ""These Sales Leads Stink!""; Tell the Truth: The Power of Authenticity; Customer Disservice: The Little Things That Drive Us Crazy.;"In this revised and updated paperback of The New Rules of Sales and Service, bestselling author David Meerman Scott demystifies the new digital commercial landscape and offers inspiring and valuable guidance for anyone not wanting to be left behind. The New Rules of Sales & Service, Revised and Updated shows how innovative businesses large and small are discovering new opportunities, strengthening customer loyalty, and mastering real-time buyer satisfaction. It's required reading for any organization that interacts with the public -- ranging from independent consultants to established large corporations and small businesses to new start-ups and non-profits -- and is the essential guidebook for anyone attempting to navigate the exciting and evolving digital landscape. Updates to this edition include: - Sections on fresh strategies and new tools, including Periscope - Completely revised and updated stories - 5-10 new success stories"--;4: Integrating Marketing and Sales with Buyer PersonasCreating Magic by Adding Context to Content; The Power of Content That Provides Exactly What You Need; The Nobis Hotel Sells to David Meerman Scott; Making Stuff Up; Annoying Three out of Four Customers; Egocentric Nonsense; Buyer Personas; No Red Alfa Romeo?; Multiple Personality Order; The Buyer Persona Interview; Visit People in Their Offices; Go to the Conferences That Your Buyers Attend; Watch the Webinars That Your Buyers Watch; Monitor the Social Networks Your Buyers Participate In; Read the Books That Your Buyers Read.;The New Rules of Sales and Service; Contents; Introduction; The Time Is NOW; Living in the Past: The Old School of Sales and Service; First Marketing and PR, Now Sales and Service; The New Rules of Marketing and PR Are Now Widely Adopted; Living Real Time and Mobile Has Changed Everything We Do; Why Sales and Service Are Experiencing a Revolutionary Transformation; Restoring the Human Touch: The Compelling Power of Authenticity; The Importance of Story; Social Media Is All about Connecting and Sharing; Content Drives Sales and Service; We're All in Sales and Service Now.;""Please Take a Moment to Complete Our Survey"": All Take and No Give""There's a Robocall on Line One. It Says It's Urgent.""; Receiving an Email Address Is Not an Invitation to Spam; Adding Social Media to Old School Sales and Support Is Still Old School; The Old Rules of Sales and Service; 2: The New Rules of Sales and Service; Setting Down the Rules; The New Rules of Sales and Service; Living Up to Their Name: OPEN Communications to Customers; The Communications Revolution That Wasn't Televised; Time to Join the Revolution; An Invaluable Sales and Service Asset: Your Employees.;"The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'--there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now"--;Big Data. Rich Data. An Underground Business Cooks Up Innovative Sales and Service to Discover a Menu for Success; Navigating Your Sales and Service Plan; 3: Your Story; Storytelling; ""Let Me Tell You a Little Bit about Me"": The Story Customers Tell Themselves; Call Larry: How One Entrepreneur's Story Defines a Company; The New Model: The Salesperson as Consultant; Mastering the Art of Effective Storytelling for Any Organization; The Health Club That Tells Its Story by Exercising an Attitude; ""What Happens Next?"": How a Compelling Narrative Builds a Following; A Story That Sells.