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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.
- Sales Rank: #823203 in Books
- Published on: 2016-09-28
- Original language: English
- Number of items: 1
- Dimensions: 9.21" h x .46" w x 6.14" l, .0 pounds
- Binding: Paperback
- 216 pages
About the Author
Grant Leboff is the founder of Sticky Marketing Ltd., a consulting firm that 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, he is also a contributor to many business magazines and newspapers including The Financial Times. He is also the author of Sticky Marketing and Stickier Marketing (Kogan Page).
Most helpful customer reviews
0 of 0 people found the following review helpful.
Very good
By Autamme_dot_com
Using social media and the web to funnel sales to your business is the aim of this easy-to-read, powerful guide to digital selling.
If you are still transforming your business from the “analogue world” the book helps you understand what you are getting into Those with some form of digital presence and online activity aren’t left out either, since there may be a lot of polishing or renovation of existing activities to undertake. You may think you are a digital expert because you’ve grown up around computers and the Internet, using social media as a third arm, yet the way you conduct your business online is not necessarily so simple. Mistakes can be made or, even worse, you are wasting potential opportunities due to ignorance and misunderstanding.
This is an advice-rich, forward-thinking book that is going to benefit predominantly SMEs, yet much of the same goodness can be used within the larger corporate beasts too with a degree of modification. If you let it, the book may even help refocus and restructure processes within your company that may not directly touch on the digital realm since the same advice may be universal, such as how you prospect a customer and present to them; elements may differ but the core remains the same. If you have a rotten core, your fruit harvest may be somewhat rotten too…
The author is critical that many companies use outdated sales models, backed up by inefficient and obsolete systems and methods from a bygone time. This is true and you may need to get with the programme before your rivals or a new upstart eats your lunch. That does not mean you throw away the baby with the bathwater, but you selectively and carefully deploy the right new tools to take you forward. There is no change for change’s sake here!
There is a good chance that a lot of the information presented may be redundant to the reader but it is still worthy of a skim-read as buried in-between “stuff you know” can be additional tips or knowledge that may just make your existing processes shine. Yet there was still a lot of “new stuff” and even refreshing one’s existing knowledge was not a wasted exercise.
This book is a powerful ally to have on your side. Use it, whilst you can, before it may be too late for your untransformed business.
0 of 0 people found the following review helpful.
Stevo's Business Book of the Week
By Steven Brock
"Digital Selling" is Stevo's Business Book of the Week for the week of 2/5, as selected by Stevo's Book Reviews on the Internet
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