The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking [Hardcover]

Landy Chase (Author), Kevin Knebl (Author)

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Product Details

Hardcover: 256 pages
Publisher: McGraw-Hill; 1 edition (Jun 23 2011)
Language: English
ISBN-10: 0071768505
ISBN-13: 978-0071768504
Product Dimensions: 23.5 x 16.3 x 2.4 cm
Shipping Weight: 499 g
Amazon Bestsellers Rank: #319,839 in Books (See Top 100 in Books)

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Product Description

Cold-calling is history—your future is in social media!

The growth of LinkedIn, Twitter, and Facebook have revolutionized how business is done. Professionals of every type-including your prospective buyers-are migrating in droves to social media to find solutions. If you want their business, you have to be there, too.

Traditional sales methods like cold calling are no longer effective. Social media platforms are now your best tools. The Social Media Sales Revolution reveals the enormous opportunities now available for developing relationships and gaining new customers by leveraging the power of social media marketing. It provides a groundbreaking method for dominating markets by using the Internet to reverse the client acquisition process: instead of outbound marketing to generate leads, the entire process will “flip” to one of inbound attraction. You'll Learn how to:

Present yourself to the business community online
Build a significant online footprint
Approach “e-prospects”
Generate qualified leads through e-referrals
Close more sales in the new world of social networking

Providing you with an early edge on the competition The Social Media Sales Revolution offers the techniques you need today to dominate the marketplace tomorrow.

About the Author

Landy Chase founded his own sales training and consulting firm in 1993 and has clients in more than sixty industries on five different continents. He has delivered more than 2,000 paid presentations as a professional speaker and holds the Certified Speaking Professional (CSP) designation from the National Speakers Association, the highest earned level of excellence in the industry. He is the author of Competitive Selling. Kevin Knebl is the owner of Knebl Communications, Inc., which specializes in online and offline networking skills and social-media training. He is a professional speaker, trainer, and coach whose clients include small, medium, and Fortune 500 companies.

Inside This Book (Learn More)

Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index

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Amazon.com: 5.0 out of 5 stars (4 customer reviews)

6 of 7 people found the following review helpful

5.0 out of 5 stars This is a must buy for the salesperson who wants to win., July 15 2011

By Reg Nordman "(K)nights on the Road" - Published on Amazon.com

This review is from: The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking (Hardcover)

Brand spanking new from McGraw Hill and very current. I am researching resources for a Social Media for Sales course we are presenting this fall. This book is a good fit. The author has a great line at the end:
Your prospects have moved but left a forwarding address. That address is found in LinkedIn, Facebook, Twitter and the blogs they write.

The first chapters explain why the old outbound sales prospecting methods are giving lower returns. The book then shows the proactive sales person exactly how to leverage the new tools for 30 minutes a day to improve his sales numbers. The chapters on really using LinkedIn and Hootsuite are priceless. I was able to immediately improve my LinkedIn profile. As a result I had as best ever one day increase in my Klout score. The coverage of Twitter and Facebook is also valuable. Could be the sales efficiency book of the year for me.

This is a must buy for the salesperson who wants to win. Also-rans need not apply

1 of 1 people found the following review helpful

5.0 out of 5 stars The end of cold-calling?, Nov 14 2011

By Brian Farrell - Published on Amazon.com

Amazon Verified Purchase(What's this?)

This review is from: The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking (Hardcover)

There no doubt -- the future of sales is in social media. The Social Media Sales Revolution by Landy Chase & Kevin Knebl (McGraw Hill, 2011), lays out the new rules for finding customers, building relationships and closing more sales through online networking.

The way we communicate with prospects and customers has changed, and your sales skills need to change if you want to stay in the game. Traditional methods, like cold calling are no longer effective -- social media websites are now your best tools to get in front of clients. The opportunities for developing relationships and selling are enormous on social media, and is based on six simple, yet fundamental, shifts the Internet has created for the future of selling in the B2B marketplace:

Abandon traditional marketing
Become a marketer first, and a seller second
Build your sphere of influence
Become a value generator
Build your brand for top of mind awareness
Work the (temporary buyer's) window

The book also includes very detailed activities for you to undertake on social media sites like LinkedIn, Twitter and Facebook as well as chapters on Blogging and time management. The letter of inquiry process found midway through is priceless; you'll also learn the difference between TOMA and TOMATO, and why the latter is critical to your online success.

Buy this book -- it's the one road map you need to generate offline sales from online marketing.

5.0 out of 5 stars Social Media Sales Revolution, Sep 25 2011

By Andy Small - Published on Amazon.com

Amazon Verified Purchase(What's this?)

This review is from: The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking (Hardcover)

Having a solid game plan and understanding of how the various components of social media can offer a huge lift in your sales career is a must.

Landy Chase and Kevin Kneble have created a powerful tool that offers a comprehensive guide that is based on real world experience and application.

I receive several blogs and insight around social media- this book is the best that I have seen.

› Go to Amazon.com to see all 4 reviews 5.0 out of 5 stars