The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking Hardcover – Jul 14 2011
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About the Author
About the Author
Landy Chase is a sales expert who specializes in increasing the effectiveness of business owners, sales executives and managers in sales and marketing skills. Since founding his company in 1993, he has given nearly two thousand paid presentations to corporate and association clients in over sixty different industries. He has worked all over the U.S. as well as with clients in Australia, Asia, Europe and South America. He has developed a reputation for delivering high-value, practical content, skillfully blended with humor, relevant examples and personal stories.
As a speaker with a client re-hire rate in excess of ninety percent, Chase's personal qualifications rank among the top sales trainers nationally and include repeat national President's Club awards as a sales professional, formal experience as a National Sales Trainer for a two-billion-dollar service provider, and management experience directing the efforts of sales forces in both small business and major-account sales. His programs focus on increasing revenue growth through improved sales process management.
He holds the Certified Speaking Professional (CSP) designation from the National Speakers Association, the highest earned level of excellence in the industry and a distinction representing the top seven percent of all members of the speaking profession. He has published over 100 articles and writes regular material for both print and online publications.
Most Helpful Customer Reviews on Amazon.com (beta)
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
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.
I bought Social Media Sales Revolution which he co-wrote. Based a room full of mostly 35+ seasoned professionals who admitted to not engaging with LinkedIn beyond creating an account - clearly there is a need for this book.
While I found myself among the choir for what's written in this book, anyone who doesn't have time for social media will benefit from this approachable, conversational-style book.
First, it's a within-3 hour read. Bring it on your next flight.
- Why LinkedIn? Why every day for even just 15 minutes?
- How can you utilize and share value with Twitter which demographic is growing the fastest among age 35+.
- Why Facebook commands the most engagement but necessarily for business purposes, and how a FB page and ads shine for business reach.
And most importantly, how face-to-face conversation in an online setting reaches more of your audience than time for a one-by-one basis or phone call can.
While this book highlighted what each social media channel offers from a revenue perspective, it may have undersold the importance of LinkedIn (even though it's the first addressed in the book) if your small business only has time to initially commit to one or two marketing channels.
If nothing else, you will better understand what these tools have to offer even if you are still assessing how much time to allocate to learn them and how to do that effectively.
This is a great book for using social media for business. I'm reading it in early 2015, so LinkedIn has changed some features. But the philosophy is the same -- the tools to implement the philosophy are constantly changing. No matter. Get up to speed on the new tool features and implement the very well-explained philosophy of social selling, social marketing, that business building is all about relationships. If you focus on the relationship, the business builds naturally.
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