Digital Selling

Understand how the communication revolution has transformed consumer behaviour and thus selling, via a framework for salespeople to generate digital leads and convert them to transactions.


Book Details

Dimensions 155 x 235 cm

About The Author

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 ofand, both published by Kogan Page.

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.