Description
Sales and marketing functions are increasingly converging, with lead generation now frequently arising from digital promotional campaigns, 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. Grant Leboff 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
