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Digital Selling

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

Understand how the communication revolution has transformed consumer behaviour and how to adapt your selling strategy to the new digital landscape.
EAN: 9780749475079
Edition: 1
Published:
Format: 234x158
216 pages

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.

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