Greater Pee Dee Business Journal November/December 2011 : Page 20

The Thrill of the Chase old calling is dead. That’s the message Landy Chase wants you to get from his latest book, The Social Media Sales Revolution , recently released worldwide by McGraw-Hill. Chase, an accomplished speaker, sales trainer, author and self-proclaimed “sales revolutionist,” is making waves throughout the business world with his message and game-changing approach to B2B selling that serves as a wake-up call to a profession practicing old ways of doing business. A native of Florence, Chase has worked internationally for the last nineteen years as a speaker and trainer in over 60 industries. Chase’s newest book is revolutionary in that it changes the sales game by shifting the focus from “push” to “pull” marketing and delivers a valu-able how-to guide for building business using social media. C “Social media is changing the way we communicate, build business and find customers. It’s the new reality and sales professionals have to change from a ‘selling’ to ‘marketing’ mindset to be successful. Becoming a trusted advisor to your clients is more important than ever before. The book represents the future of the selling profession,” says Chase. It’s a bracing concept especially for generations of sales professionals who have invested an entire career using traditional sales techniques. File cards, pop-in visits, robo-calls and door-to-door canvassing – Chase says those days are gone and those who can’t peel away from old habits and adapt to new techniques will not make it. “If you are going to fish, you have to go where the fish are. Customers are on the web and that’s where sales people Landy Chase at a recent book signing need to be. People spend an average of 55 minutes a day on social media. We want to show readers how to earn a piece of that time,” says Chase. Announcing the demise of the cold call may seem a bit profound, but Chase’s “go big or go home” mindset is part of his DNA. Chase grew up in Florence with his parents and two younger sisters. His work ethic was evident during summers working at the Clemson Experimental Station where he cut tobacco in between football practices. “The experience taught me the value of hard work,” says Chase. Many teens would have found work elsewhere, but Chase kept the job for three summers. After high school, Chase followed his father’s footsteps and attended the Citadel. During his final year, Chase was senior class officer in charge of social events. “It was a valuable experience for a college student,” says Chase. “I was responsible for all aspects of event management for accommodating 2,000 people – from ticket sales, security, promotion and managing the budget,” says Chase. “At the time, I wasn’t thinking how significant that experience would play in charting my career path. Most impor-tantly, the Citadel taught me the impor-tance of being persistent and working through challenges, which has served me throughout life.” After graduation, Chase began his career as a shift supervisor with Milliken. “It was a good first job, but wasn’t taking me in the direction of a sales 20 | GREATERPEEDEEBUSINESSJOURNAL.COM NOVEMBER/DECEMBER 2011

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