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21st Century Sales Needs a Fresh Standard - Press Release
28th September 2016 - Digital Selling: How to Use Social Media and the Web to Generate Leads and Sell More
21st Century Sales Needs a Fresh Standard
Sales and marketing functions have been converging for years, with lead generation now frequently arising from digital promotional campaigns, and the opportunities for tried and tested sales techniques diminishing in the face of shrinking customer attention spans. In his new book, Digital Selling, Grant Leboff explores how the sales landscape has changed in recent years but how those working in sales have failed to change their behaviour to meet customers. Communications and buyer behaviour have shifted, with customers’ attention spans reducing, but many people working in sales have failed to alter their own behaviour.
Through extensive research and discussion Grant Leboff clearly sets out the flaws in current sales behaviour, such as the failure to reach customers through appropriated digital channels, or reliance on out-dated and unreliable sales models. From here Digital Selling provides readers with a mindset which must be adopted to meet today’s sales challenges, focusing on activities which must be undertaken in order to achieve success.
Digital Selling also presents, for the first time, a new funnel, more appropriate and aligned with effective selling in a digital era: The Digital Sales Funnel. With customers now capable of finding vast amounts of information on products, companies and their competitors, this Digital Sales Funnel emphasises the importance of reaching customers earlier in the sales cycle, supported by high levels of engagement, social proof and word of mouth.
Giving advanced praise for the book, Zev Siegl, Co-Founder Starbucks Coffee Company and Keynote Presenter said that “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”. Ben Turner, Managing Director, Association of Professional Sales, commented that “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.”
About the author: 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.
Digital Selling is available globally 28th Sep 2016, RRP: £19.99 ISBN: 9780749475079. For a review copy, a by-lined article or to arrange an interview with the author, please contact Natasha Tulett: NTulett@koganpage.com or +44 (0)20 7843 1925.
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