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Digital Selling

How to Use Social Media and the Web to Generate Leads and Sell More

Grant Leboff

Understand how the communication revolution has transformed consumer behaviour and how to adapt your selling strategy to the new digital landscape.

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EAN: 9780749475079

Edition: 1

Published: 03 Sept 2016

Format: 235 x 155

216 pages

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About the book

Adapt your sales strategy to embrace the opportunities that digital channels can bring, with this ultimate guide to selling in the digital environment from engaging customers and generating leads to building an online network, with advice from leading sales and marketing expert Grant Leboff.

Sales and marketing functions are increasingly converging, with lead generation frequently arising from digital promotional campaigns and opportunities for traditional sales techniques diminishing due to scarce customer attention and availability, not to mention the plethora of readily accessible product information online.

Salespeople now need to understand and interact with customers via multiple channels, participating in social media, in collaboration with marketing, to influence purchasing decisions and convert contacts to sales.

Digital Selling makes sense of the new paradigms in which a salesperson now operates, outlining the new strategies required to take advantage of the opportunities that exist, and provides the practical advice salespeople need to generate leads and sell more.

Packed with great advice for engaging with customers online and via social media, this book explains:
-Why embracing the social web is vital
-How the sales role changes in a digital environment
-The lead generation model in a digital world
-How to build your online network

This straightforward and practical book from one of today's thought leaders on digital sales and marketing, is essential reading for any sales professional.

About the authors

Grant Leboff is one of the UK's leading sales and marketing experts. Continually challenging received wisdom, Grant built a successful direct marketing company in 2002 and sold it six years later. He now serves as its non-executive director and runs a strategic consultancy via the Sticky Marketing Club Ltd and the Sticky Communication Agency Ltd. He frequently presents at events around the world and regularly contributes to outlets such as The Daily Telegraph, The Independent, The Financial Times and BBC Radio. He is author of Sticky Marketing and Stickier Marketing, both published by Kogan Page.

Grant Leboff

Detailed Table of Contents

- Chapter - 00: Prologue - Are You Suffering from Pike Syndrome?;
- Chapter - 01: Why Embracing the Social Web is Vital;
- Chapter - 02: How the Sales Role Changes in a Digital Environment;
- Chapter - 03: Preparing To Go Online;
- Chapter - 04: The Lead Generation Model in a Digital World;
- Chapter - 05: Measuring the New Digital Sales Funnel;
- Chapter - 06: Creating Value – The How and Why of Content;
- Chapter - 07: The Journey from Engagement to Opportunity;
- Chapter - 08: Getting Noticed;
- Chapter - 09: Tools and Platforms;
- Chapter - 10: Epilogue - The Need for Sales and Marketing to Work Together

Reviews

Ben Turner, Managing Director, Association of Professional Sales

This book makes sense of so many of the challenges facing salespeople today. It is packed with great advice on how salespeople can use the web and social media effectively. A great book from one of today's thought leaders on sales and marketing.

Jon Ferrara, CEO, Nimble

If you want to learn how to use social media and the web to sell more then you must read Grant Leboff's new Book called Digital Selling. Grant's book brilliantly explains how customers have changed the way they buy and how we all need to change the way we market and sell.

Lara Morgan, Investor in GB invention

Grant has greater awareness than many in the sales and marketing game of how the sales process has changed in the past few years. Learn from him how better to focus on the right and profitable wins, the clever investment focus for your marketing and sales planning to maximize sales opportunities and growth.

Jonathan Quin, CEO, World First

Customers are changing the way they purchase and in this excellent book Grant Leboff explains how businesses can get in front of more prospects and turn them into customers by using Social Media and the web effectively.

Duncan Cheatle, Founder of Rise To, Prelude Group and Co-Founder of StartUp Britain

Digital Selling is another belter of a book from Grant Leboff. He explains brilliantly the context of selling in a digital world. As always he combines practical insight with rich anecdote. A thoroughly enjoyable, informative and essential read for anyone looking to scale their business!

Jay Baer, President of Convince & Convert, and author of Hug Your Haters

A powerful and timely explanation of how the role and activities of salespeople must fundamentally change in this digital era.

Ian Price, Chief Executive, Academy for Chief Executives

Digital Selling will prove to be a valuable read for any Business Leader, Marketing or Sales Professional...which I can highly recommend.

Andrew Peters, Managing Director, Siemens Digital Factory, UK

Digital Selling not only challenges existing thinking about the most efficacious sale processes for today but also presents practical solutions based on experience to allow companies to start to generate greater success in this fast moving area.

Zev Siegl, Keynote Presenter, Co-Founder Starbucks Coffee Company

In this terrific book Grant Leboff provides readers with a sales model for the Digital Age. This is a vital read for all those involved in any growing organization.

Steve Gilroy, Chief Executive, Vistage International (UK) Ltd

At last, a book that not only confirms what sales in a digital world should be, but one that outlines WHY and HOW. This is a 'MUST READ' for any Sales Director and for anyone who's serious about professional selling in a digital world.

Jack Mizel, CEO, Institute of Sales Management

Digital Selling meets the challenges of the modern salesperson head on and provides many of the answers. It is a book I found not just thought provoking, but also provided real insight and understanding. It is a must read and I highly recommend it.

Helen Whitten, Head of European Marketing Communications, Roland Europe Group Limited

Grant's Sticky Marketing book was a game changer for us in how we approached our marketing strategy. Now, his new book Digital Selling has got the potential to deliver the very same impact for our sales teams across Europe. The book offers valuable insight into the new digital era, draws from real world examples and provides practical advice for the business. A must read!

This book makes sense of so many of the challenges facing salespeople today. It is packed with great advice on how salespeople can use the web and social media effectively. A great book from one of today's thought leaders on sales and marketing.
Ben Turner, Managing Director, Association of Professional Sales

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