Digital Selling

How to Use Social Media and the Web to Generate Leads and Sell More
1. Auflage 2016
ISBN: 978-0-7494-7507-9
Verlag: Kogan Page

Buch, Englisch, 216 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 339 g

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.

Autoren/Hrsg.

Leboff, Grant

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management E-Commerce, E-Business, E-Marketing

Inhaltsverzeichnis

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

Über Autor(innen)

Leboff, Grant
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 a non-executive director and also runs a strategic consultancy, Sticky Marketing Club, a consultancy which advises clients on sales and marketing strategies, building their brand and positioning it as market leader in their particular sector.

A regular speaker at conferences around the world, Grant Leboff is also a contributor to many business magazines and newspapers including, The Daily Telegraph, The Independent, and The Financial Times. Grant is also the author of Sticky Marketing and Stickier Marketing, both published by Kogan Page.

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.