I would like to introduce a new segment called The Remi Group BOOK CLUB! Periodically, we will review a favorite book that’s been highly recommended by our management or employees.
The first book that was officially reviewed comes highly recommended by myself and is titled, The Social Media Sales Revolution, The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking by Landy Chase and Kevin Knebl. The preface, written by Chase and Knebl, is a story about a successful salesperson named Thomas, who is also a creature of habit. Thomas’ marketing has always been cold-calling a certain number of prospects every Friday morning; however, given the immense popularity of social media, Thomas’ prospects are no longer reachable by phone. In order to continue being successful, he must change his marketing strategy to coincide with the mainstream… and the mainstream at this point in time is social media.
The book has ten chapters spanning 240 pages. Each of the ten chapters addresses a specific subject regarding social media and how it applies to salespeople. There are new rules to play by now – six to be exact – and to be successful in the sales profession, salespeople must be willing to change and adapt to these six new rules. The marketing tactics used five years ago, no longer apply today. However, one of the main points made is that as sales tools change, the principles behind them remain the same.
The book explains the basics of how to set up and properly utilize a LinkedIn profile, Twitter account, Facebook fan page or group, and a blog. The chapters dedicated to each of the above also explain the benefits of networking with existing and potential clients. There is a chapter on netiquette - etiquette for the Internet, as well as attracting the right attention to your online presence. One common theme stressed by the authors is to consistently add value in any way possible; posts to LinkedIn, Twitter, Facebook, and your blog should be purposeful with the intent of making you the expert and go-to person in your field instead of just constantly trying to sell, sell, sell.
In conclusion, the book is a great read! Amazon users gave it five stars, calling it “a must buy for salespeople who want to win” and I would agree. The book is very informative and covers only the need-to-know information for effectively utilizing and managing social media in busy schedules without going into an overwhelming amount of detail. The book is a comprehensive guide to social media that is perfect for college grads just entering the sales workforce, veterans to the business, or anyone in between.
Have you read the book? Give us your opinion; we would love to hear what you think!