Digital selling : how to use social media and the web to generate leads and sell more / Grant Leboff.

"With an increasing volume of customer time and attention being devoted to mobile and social channels, sales teams need to ensure that they are visible and available online. Until now this has been an area largely left to marketing, but as disciplines converge, sales people need to add digital skills to their existing skillset and how to translate core selling expertise into online business development. Digital Selling cuts through the abundance of information to help guide salespeople in acquiring the core digital skills needed to understand the new models of consumer behavior. It also explains how to build a brand that is relevant, visible, and has value for the consumer. Author Grant Leboff reveals why embracing the social web is vital, how sales roles change in a digital environment, how to build an online network, how to create structure and time for your lead generation, how to get noticed, and how sales and marketing can work together"-- Provided by publisher.

"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"-- Provided by publisher.

Includes bibliographical references and index.

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Digital Selling: How to use social media and the web to generate leads and sell more; Copyright; CONTENTS; LIST OF ABBREVIATIONS; Prologue: Are you suffering from Pike Syndrome?; Endnotes; 01: Why embracing the social web is vital; Endnotes; 02: How the sales role changes in a digital environment; Endnotes; 03: Preparing to go online; 1. The ethos or purpose of the businessIt is; 2. The core deliverable or value proposition; 3. The emotional selling proposition; Endnotes; 04: The lead generation model in a digital world; Endnotes; 05: Measuring the new Digital Sales Funnel; Endnotes.

06: Creating value -- the how and why of contentEndnotes; 07: The journey from engagement to opportunity; Endnotes; 08: Getting noticed; Endnote; 09: Tools and platforms; Platforms and networks; Tools; Social media management and monitoring tools; Customer relationship management (CRM), Social CRM and marketing automation tools; Website visitor identification software; Influencer trackers and measurement tools; Keyword finders; Content curation tools; Content discovery platforms; Content creation tools; Endnotes; Epilogue: The need for sales and marketingto work together; INDEX.

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