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Social Media Podcast for Social Business by Shane Gibson Speaker and Author

Shane Gibson; Author | Keynote Speaker | Sales Trainer | Social Media Analyst


  • Nov 28 / 2015
  • 0
Social Sales Success Podcast
* Sales Podcast, social media podcast, social media speaker

The 9 C’s of Social Sales Success

Social Sales Success Podcast

Today’s blog post and podcast is about the 9 C’s of Social Sales Success. Their are many attributes, attitudes and strategies required to effectively harness the power of online social networks for sales and relationship building. I have taken them and broken them down under 9 core areas that start with the letter C.

Following are the 9 C’s of Social Sales Success:

1) Curiosity

Those that are successful in social sales are always looking for new ways to succeed and improve. They see obstacles and problems as pathways to opportunity and are inquisitive and investigative in nature.

2) Curation

Great sales people and entrepreneurs understand that Mind Share = Wallet share. They become a resource through curation and sharing of relevant content for their target market.

Through the act of evaluating and sifting through content they also improve their industry insights daily.

3) Creation

Is the next step where we move from resource to social selling thought leader in our industry vertical. As a social sales person your goal it to develop magnetic content that is value specific to your audience. Creation or value can also be creating events or pulling people together offline or online.

4) Collaboration

Great social salespeople strive to move beyond cooperation to collaboration with their team members within all departments of their organization. They also use relevant online collaboration tools like slack, hangouts, Slideshare, and mobile CRM apps to leverage their efforts and the expertise of their network. Great social sales people foster partnerships that amplify their work and help them reach new markets.

5) Community

As a salesperson your community is your long-term financial security. What your community says about you sells. Your community can also be your partners in innovation and product creation. Tools like HeroX can help you innovatively partner with your community.

6) Combination

It’s not LinkedIn versus Twitter, cold calling versus email or online networking versus in-person. If you’re successful in sales you are most likely combining it all to maximizes your success.

7) Calendar Driven

Motivation and inspiration are temporary, calendars keep you consistent in your activity and results. Prioritize your social sales activities based upon ROI. Plan out your social/content media calendar a month in advance so that you have your social sales content and communications strategy broken down to daily disciplines.

8) Commitment

Gary Vaynerchuk’s big success came after video blogging 5 days a week until he hit  video 148 and then he kept going! 81% of the time you convert a competitors client it happens after 5 to 12 value-added contacts, follow-up and then follow-up some more. And remember… It’s not over until 11:59:59 on the last day of the month.

9) CRM

Use Customer Relations Management tools like Nimble CRM or SalesForce. Your CRM organizes and aggregates all of your communications channels. CRM gives you feedback, it’s a dashboard that maps all of your sales data helping you make better decisions. If used successfully your CRM tells you exactly where you are on your road to success.  It also enables you to collaborate with your team and manage an infinitely larger number if relationships than previously possible.

If you can apply all 9 C’s of Social Sales Success you will be well on your way to building a magnetic personal presence that naturally drives new business to you.


If you’re looking to improve your sales performance, you and/or your team member may want to check out my Online Professional Sales Certification Program.

  • Nov 25 / 2015
  • 0
* Sales Podcast, Sales Blog, Sales Training

#Podcast on Sales Coaching and Sales Process with Leanne Hoagland-Smith


Today’s podcast interview is with Leanne Hoagland-Smith (@Coachlee) author of  “Be The Red Jacket in a sea of gray suits: The Keys to Unlocking Sales Success.” In this podcast we talk about: Sales coaching, Sales development and training, Emotional/Social Intelligence in sales, and even get into some social selling best-practices.

Here are a few links and resources from the podcast:

Talent (psychometric) assessments – http://processspecialist.com/talent-assessment.htm
How to refer me tool – How-To-Refer-Me-Tool
Ideal customer profile template – Ideal-Customer-Profile-Template




  • Nov 16 / 2015
  • 0
Influencer Engagement Study 2015 with Podcast Augure
* Sales Podcast, social media podcast, social selling

How to Run Profitable B2B Influencer Engagement Programs #Podcast

Today’s podcast (download here) is focused on why Influencer Engagement programs are vital and how to run one effectively in the B2B sales and marketing space.

Following is  brief abridged version of what I cover in the podcast:

In a recent study (by Augure) of over 600 B2B marketing professionals 93% of them stated that they considered influencer engagement as an effective strategy to build brand awareness. 75% cited influencer engagement as an effective in lead generation. In my opinion Influencer Engagement (which is really building a community of leaders) is a highly overlooked or misunderstood discipline that can pay dividends for months or even years after you start using this strategy effectively.

Over the past few years I have had the opportunity work on influencer engagement programs (in partnership with great people like Mitch Ballentine) and events for major brands such as Paladin Security, Make-a-Wish Foundation, Toyota, various Comicons. I have also successfully used these processes for product launches and major events such as Social Media Week Vancouver, the Dragons Den Social Summit, the Sales Tribe social chat and all three of my books.

Although Influencer engagement is a hot topic many organizations are struggling to see real results from it.

Where most strategies fall short is they fail to identify the right influencers, and even when they do identify them they fail to develop a real relationship. Furthermore, even for those that develop a real relationship with the influencer; very few create a situation where the influencer is compelled to authentically talk about their brand, their organization or their products and services. The goal is not to get them to tweet about your brand, the goal is to turn these influencers into brand advocates and partners for your organization.

Following is a visual representation of what motivates today’s influencers:

Influencer Engagement Study 2015 with Podcast Augure

A Simple but effective event / project based B2B Influencer Engagement program may look and sound like this:

(Program will include some or all of these events and projects)

  1. Build a Top 50 List of Influencers to be published and promoted through social media, online news sites and directly by influencers.
  2. Collaboratively work with 10-20 of the influencers on several online Twitter chats. Check out this report to see the online impact of just one #SalesTribe twitter chat had this past June 2015.
  3. Launch and host a webinar series with influencers as participants.
  4. Develop, produce and promote a white paper or how-to guide sourcing content from 10-20 influencers.
  5. Develop a series of interviews with high profile clients (who are influencers) that are using your solutions and/or who your target market can relate to.

These 5 engagement strategies are simple and cost effective to implement. To enlist the help of these on-line thought leaders, start by promoting them, helping them and collaborating with them. You’ll notice nowhere have I mentioned getting them to do a product review or demo yet. This is all about building a board community of thought leaders and influencers first. After that it’s easy to move them into engaging directly to work more proactively with your brand.

Those key areas of influencer motivation mentioned earlier are a great reminder for when you’re approaching and interacting. If you can connect your program with the top influencer motivations you have a good chance of getting a significant number of them on-board.

If you liked this social sales podcast you may want to check more episodes by clicking through to iTunes.



  • Nov 13 / 2015
  • 5
Social Selling Funnel Sales Process
* Sales Podcast, Sales Blog, Sales Training, social media, social selling

Using Thought Leadership to Fill Your Social Sales Funnel #Podcast

Today’s sales funnel and sales process has changed. Sales for many of us is now more about getting buy-in versus pitching our wares. This 15 minute sales and social selling podcast introduces the new sales funnel “The 5 Stages of Consent” and also dives into how content creation is not enough to get noticed – you need to have a thought leadership strategy to truly fill the new sales funnel.

The success strategies covered in this sales podcast include:

  • How to move your prospects from “hello” to permission to sell
  • How to establish yourself as a thought leader
  • The role content curation and creation play in sales success
  • Why content is king and connection is queen

Click the images below to enlarge the Social Selling Infographics:

The 5 Stages of Consent (The Social Sales Funnel)

Social Selling Funnel Sales Process

Thought Leadership in Social Selling Venn Diagram

Thought leadership venn diagram infographic

  • Nov 04 / 2015
  • 0
Social Selling Speaker Shane Gibson
social media speaker, social media training

Guerrilla Social Selling

Guerrilla Social Selling

Hello Guerrillas! It was great to spend 3 days with you at the Guerrilla Global Summit in Orlando Florida! As promised I am including my presentation deck from my seminar on Guerrilla Social Selling. Remember if you want to take apply to take part in the the Social Media Director program you need to apply by clicking here before 11:59 pm on Friday November 6th.

If you’re looking for a potential speaker for your next conference you can find my bio and speaking topics here. For joint ventures, consulting and partnerships you can contact me direct here.

Here are a few links to key resources I discussed:

The 9 Immutable Rules of Engagement in Social Selling

The Online Professional Sales Certificate Program

My FREE Social Media and Sales Podcast


Here’s the presentation deck:




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