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Innovation and Best Practice
for Business Success

Established 1967



Digital Selling

Digital Selling

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

Grant Leboff

£19.99

Explains how the communication revolution has transformed consumer behaviour and thus selling, providing a framework for salespeople to generate digital leads and convert them to transactions.

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About the book

The sales and marketing functions are increasingly converging, with lead generation now frequently arising from digital promotional campaigns, and the opportunities for tried and tested consultative sales techniques diminishing in the face of scarce customer attention and availability, as well as a plethora of readily accessible comparative product information. To take part in this process, salespeople 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. It outlines the new strategies required to make the most of the plentiful opportunities that exist, and provides the practical advice salespeople need to use the social web effectively, generate leads and sell more.

Packed with great advice for engaging with customers online and via social media, Digital Selling 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 and more. Readers will benefit from this straightforward and practical book from one of today's thought leaders on digital sales and marketing.


Table Of Contents

  • Section - Prologue: Are you suffering from Pike Syndrome?
  • Section - 01: Why embracing the social web is vital
  • Section - 02: How the sales role changes in a digital environment
  • Section - 03: Preparing to go online
  • Section - 04: The lead generation model in a digital world
  • Section - 05: Measuring the new Digital Sales Funnel
  • Section - 06: Creating value – the how and why of content
  • Section - 07: The journey from engagement to opportunity
  • Section - 08: Getting noticed
  • Section - 09: Tools and platforms
  • Section - Epilogue: The need for sales and marketing to work together



Reviews

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

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.
Jon Ferrara, CEO, Nimble

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.
Lara Morgan, Investor in GB invention

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.
Jonathan Quin, CEO, World First

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

A powerful and timely explanation of how the role and activities of salespeople must fundamentally change in this digital era.
Jay Baer, President of Convince & Convert, and author of Hug Your Haters

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

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.
Andrew Peters, Managing Director, Siemens Digital Factory, UK

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

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

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.
Jack Mizel, CEO, Institute of Sales Management

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


Book Details

  • EAN: 9780749475079
  • Edition: 1
  • Published: 3rd September 2016
  • Paperback
  • Dimensions: 234x156
  • 216 pages

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.


Grant Leboff


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