Digital Selling

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How to Use Social Media and the Web to Generate Leads and Sell More

"In this terrific book Grant Leboff provides readers with a sales model for the Digital Age. This is a vital read for all those involved in any growing organization "
Zev Siegl, Keynote Presenter, Co-Founder Starbucks Coffee Company
"A powerful and timely explanation of how the role and activities of salespeople must fundamentally change in this digital era"
Jay Baer, President of Convince & Convert, and author of Hug Your Haters
"Digital Selling not only challenges existing thinking about the most efficacious sale processes for today but also presents practical solutions based on experience to allow companies to start to generate greater success in this fast moving area"
Andrew Peters – Managing Director, Siemens Digital Factory, Congleton, UK.

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About Digital Selling

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.
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.
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Digital Selling Videos

What is Digital Selling?
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What is Digital Selling?

Grant explains what digital selling actually is

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The social era

The social era

The advent of the social era explained

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The failure of the traditional sales model
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The failure of the traditional sales model

Why the traditional sales model no longer works

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Effective selling in a digital age

Effective selling in a digital age

Why it's important to understand the evolution of selling

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The importance of the brand

The importance of the brand

Why salespeople need to be aware today of the brand that they create

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Reputation management

Reputation management

Why social proof is the biggest thing online

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The importance of content

The importance of content

Why presence online is no longer enough

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The merging of sales and marketing

The merging of sales and marketing

How sales and marketing have come closer together

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The emergence of the experience economy

The emergence of the experience economy

What is 'The Experience Economy'?

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Defining your tone of voice - overview

Defining your tone of voice - overview

The importance of defining your tone of voice

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Defining your tone of voice - Part 1 - Ethos

Defining your tone of voice - Part 1 - Ethos

The first aspect of tone of voice, ethos

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Defining your tone of voice - Part 2 - Value Proposition

Defining your tone of voice - Part 2 - Value Proposition

The value proposition and why it's so important

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Defining your tone of voice - Part 3 - emotional selling proposition

Defining your tone of voice - Part 3 - emotional selling proposition

The emotional selling proposition

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The buying journey is still linear

The buying journey is still linear

The old AIDA

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Why the transactional sales funnel no longer works

Why the transactional sales funnel no longer works

We love the sales funnel. But is it still relevant?

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The digital sales funnel

The digital sales funnel

The traditional sales funnel doesn't work. So, what replaces it.

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The fundamental change from old to new marketing

The fundamental change from old to new marketing

The importance of audiences

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Market differentiation (there's no such thing as a USP)

Market differentiation (there's no such thing as a USP)

In the world of digital selling it's very important to differentiate

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Measuring the digital sales funnel - overview

Measuring the digital sales funnel - overview

The importance of measurement online

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Measuring the digital sales funnel - Part 1 - the top

Measuring the digital sales funnel - Part 1 - the top

Measuring the top of the digital sales funnel

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Measuring the digital sales funnel - Part 2 - the middle

Measuring the digital sales funnel - Part 2 - the middle

Measuring the top of the middle sales funnel

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Measuring the digital sales funnel - Part 3 - The bottom or ROI

Measuring the digital sales funnel - Part 3 - The bottom or ROI

Measuring the bottom of the digital sales funnel

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The importance of visual content

The importance of visual content

Why your content needs to be visual

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The Five Fs - Overview

The Five Fs - Overview

Fun, Freedom, Fame, Facts and Fortune

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The Five Fs - Part 1 - Facts

The Five Fs - Part 1 - Facts

What killer insights can you provide to your audience?

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The Five Fs - Part 2 - Fun

The Five Fs - Part 2 - Fun

Creating content to raise a smile

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The Five Fs - Part 3 - fortune

The Five Fs - Part 3 - fortune

Content with real value

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The Five Fs - Part 4 - freedom

The Five Fs - Part 4 - freedom

Making peoples lives better

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The Five Fs - Part 5 - fame

The Five Fs - Part 5 - fame

Everybody wants 15 minutes of fame

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Digital Selling - Combined relevance

Digital Selling - Combined relevance

Increasing how relevant your content is

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Digital Selling - Gamification

Digital Selling - Gamification

Making your content more fun

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Digital Selling - Content curation

Digital Selling - Content curation

Turbo charge your content production

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Digital Selling - The importance of a media plan

Digital Selling - The importance of a media plan

The importance of a media plan

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Digital Selling - Content that sells

Digital Selling - Content that sells

What are the important aspects of that content that you have to consider?

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Digital Selling - Buying personas

Digital Selling - Buying personas

Understanding who it is you're selling to

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Digital Selling - Narrative - the importance of stories

Digital Selling - Narrative - the importance of stories

People like the soap opera

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Digital Selling - Using your existing audience

Digital Selling - Using your existing audience

How do you start? How do you get noticed?

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Digital Selling - Partners and influencers

Digital Selling - Partners and influencers

How you can utilise influences and partners

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Digital Selling - Round robin articles

Digital Selling - Round robin articles

Getting in front of people with round robin articles

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Digital Selling - Tagging and sharing

Digital Selling - Tagging and sharing

The importance of tagging and sharing

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Digital Selling - Paying for attention

Digital Selling - Paying for attention

Paying to get noticed

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Digital Selling - The need for sales and marketing to work together

Digital Selling - The need for sales and marketing to work together

Sales and marketing shouldn't be two departments anymore, it should be one

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