"The Cold Call is Dead." How to Use Social Media for Inbound Attraction

July 14, 2011 - PRLog -- Social media websites and applications like LinkedIn, Twitter, and Facebook, used as part of your sales strategy, will not only allow you to prospect and mine customer connections, companies, and background information more deeply than you ever thought possible, but it can transform you from “a person looking to make a sale” into a professional who is worthy of business by virtue of what you have to offer.

THE SOCIAL MEDIA SALES REVOLUTION: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Network  (McGraw-Hill Professional; July, 2011; Hardcover, $25.00), co-authored by specialists in sales training and social media, is the first book to specifically address social media for the sales market using an approach already being used by top sales performers.  Instead of generating leads via outbound marketing, you’ll use Social media to reverse the client acquisition process and create inbound attraction.  

“Value generators” attract new customers by disseminating expertise to their spheres of influence, dominating the markets by using the power of the Internet using free social media tools - with high-quality leads, better relationships, and a greater online presence.  Here are the key steps to:

•   Change the focus from selling to marketing
•   Expand your sphere of influence
•   Become a value generator - and increase sales, by doing so
•   Build your personal brand

Landy Chase (Charlotte, NC) 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.  Read more at http://sellingrevolution.com/.

Kevin Knebl (Colorado Springs, CO) 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.

“Sales professionals: Ignore this book at your own peril,” says Gerhard Gschwandtner, CEO of Selling Power.

THE SOCIAL MEDIA SALES REVOLUTION; Landy Chase and Kevin Knebl; July, 2011; Hardcover, $35.00; ISBN 978-0-07-176850-4; MHID 0-07-176850-5