Digital selling: how to use social media and the web to generate leads and sell more

Machine generated contents note: List of abbreviations

Prologue: Are you suffering from Pike Syndrome? 01 Why embracing the social web is vital

02 How the sales role changes in a digital environment

03 Preparing to go online

1. The ethos or purpose of the business

2. The core deliverable or value proposition

3. The emotional selling proposition

04 The lead generation model in a digital world

05 Measuring the new Digital Sales Funnel

06 Creating value-the how and why of content 135

07 The journey from engagement to opportunity

08 Getting noticed

09 Tools and platforms

Platforms and networks

Tools

Epilogue: The need for sales and marketing to work together

Index.