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Shane Gibson's Podcast - Social Selling - B2B Sales and Influence

Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy


  • Aug 04 / 2017
  • Comments Off on The Right Brained Sales Revolution (Podcast)
* Sales Podcast, Managing Complex Selling Relationships Blog, social selling

The Right Brained Sales Revolution (Podcast)

Right Brained creative innovative selling podcast


Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. I believe that most sales jobs today will be completely automated or at least partially automated and assisted by AI within the next 36-48 months. In order to survive and prosper sales professionals will need to make themselves indispensable with right brain (creative, innovative, non-linear) sales skills, competencies and behaviours.

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution:

  1. If you commodify your clients they will commodify you
  2. Don’t aim to fit the sales culture, aim to be indispensable
  3. If it’s predictable, duplicable and repetitive it will be automated
  4. People skills eat sales hacking skills for breakfast
  5. Stop doing the wrong things better
  6. Relationships scale sales followers don’t
  7. Left brain qualifies the buyer, right brain qualifies the seller
  8. No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up

In addition to this I discuss 27 Right Brain Sales Skills:

  1. Rapport Building
  2. Listening
  3. Social Intelligence (Sales EQ)
  4. Presentation Skills
  5. Objection Handling Skills
  6. Negotiations
  7. Hobnobbing
  8. Online social interaction and engagement
  9. Innovating
  10. Problem Solving
  11. Detecting Lies
  12. Reading and Adjusting for Style
  13. Contextualizing Offers and Solutions
  14. Breaking the Rules
  15. Humour
  16. Giving
  17. Managing Complex Business Relationships (Selling to multiple stakeholders)
  18. Phone Skills
  19. Dealing with Upset Customers
  20. Motivating Team Members
  21. Going Off Script
  22. Needs Analysis Selling / Discovery Selling
  23. Authentic Relationship Development (NOT ABM or lead nurturing)
  24. Content creation
  25. Networking in Real Life
  26. Curious Prospecting (Motivated lateral thinking)
  27. Personal Branding and Reputation Building

In the podcast I wrap it up talking about “Why you want right brained sellers on your team:”

  1. They are proactive, not reactive button pushers
  2. They are action not entitlement focused
  3. They are adaptable
  4. They improve products and processes
  5. The lead customers versus take orders
  6. They close more business
  7. They grow accounts through focused relationship and credibility building
  8. They use technology but are driven by principles
  9. They come with a network and credibility (from their past successes)

I hope you enjoy this podcast and find it thought provoking and useful. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

Photo credit Jejimenejlc

  • May 22 / 2017
  • 2
Social Selling Definition
social media speaker, social selling

Social Selling Success Defined

Social Selling Definition: social selling is the act of using on-line bi-directional social communications...

Definition of Social Selling


A big thanks to the Microsoft Office Small Business Academy for sponsoring today’s post on social selling. Check out their upcoming social sales webinar with Matt Heinz, Susan Detmar and Carol Ruth

What is Social Selling and do I really have to do this social selling thing?!?

I often have one or two people approach me after a seminar and they ask me “Do I really have to do this social media thing? Is social selling really necessary for an experienced [insert profession: realtor, financial advisor, banker, car dealer, engineer etc.]?” I started getting this question in 2009 when Stephen Jagger and I just launched our first book on social media for sales professionals and entrepreneurs (called Sociable!). 7 years later and 1.5 billion more people on social media and I still get the question.

My answer is still the same:

If you have all the business you can handle for the next 24 months and plan on retiring after that, and you have succeeded so far without the internet – then just retire and don’t worry about it. – On the other hand if you intend on being in business for the next 3,5,10 years or more, social media and social selling are not optional tools and strategies, they will become increasingly vital to your success. Before I go any further into why you need to make social media and social selling a top priority lets really look at what “social selling” is.

 What is social selling?

It’s important to look at social selling as a layer of technology embedded into every aspect of what you do. It doesn’t live in one particular stage of your sales funnel, it’s connected to everything and everyone. Great social sales people learn how to use social media and social networks to be present and relevant in every step of their buyer’s journey.

 In our book Closing Bigger the Field Guide to Closing Bigger Deals, Captain Trevor Greene and I defined selling as follows:

“Sales is about creating an environment where an act of faith can take place.”

When you define “social” it’s human, emotionally charged and conversational. For social to be effective it has to be a bi-directional communication. They call it “social media” for a reason, it’s about two-way conversations that drive engagement, emotions and deepen relationships.

Putting these two definitions together:

Social Selling: “Social selling is about using online bi-directional communications and conversations to create an environment where an act of faith can take place.”

What Social Selling is Not:

Many marketers see social media as an automated megaphone or billboard where they get to shout at the world for free 24 hours per day and unfortunately many sales people have also fallen into this ineffective spam ridden trap. Yelling louder than your competitors, interrupting your customers and carpet bombing their inboxes with generic pitches are not strategies that create trust and credibility. As my good friend and one of the best sales people I have ever worked with Minto Roy had this to say about these types of approaches in selling “The problem with all of this is most sales organizations are trying to do the wrong thing better than everyone else.”

Learn more about social selling on May 23rd with Microsoft

Social selling is not about automating every customer interaction; in fact the best social sales people understand this key principle that Seth Godin shared at last year’s Guerrilla Marketing Conference in Florida:

Social Selling Definition

Great Social Sales People

Great social sales people know that the true power of social selling comes from the things that don’t entirely scale, meaningful, customized and personalized one-to-one conversations and interactions. Yes content plays a vital role, but it’s role is to eventually drive that prospect toward a value-added and relevant one-to-one experience. This might not always be true for ecommerce sites but it’s definitely true for sales people, and great sales people understand the power and importance of one-to-one connections and interactions.

Your social selling strategy and daily tactical use should be focused on creating that environment where an act of faith can take place. With over 2 billion people on social media globally, your ability to focus on and understand who your core niche market(s)are will be vital to your success.

 Why Social Selling is Vital

 Let’s take a look at  a specific industry like financial services. A highly regulated industry for sales professionals who want to share insights online. Even with the level of regulation financial advisors are experiencing real ROI from social selling efforts.

Today’s investor is increasingly turning to blogs, online thought leaders, and social networking platforms for investment advice, insights and answers. Financial Advisors that are social savvy are investing in social sales programs and are realizing both profits and competitive advantages.

Putnam Investments did a yearlong study of 817 financial advisors and their social media use in 2015. The average age of these advisors was 44 and their average book of business was $80 million USD assets under management. In order to be included in the study you had to be in the business for a minimum of two years.

In the study they found that “40% of advisors (versus 25% the previous year) are now using four or more networks for business and 69% pointing to social media having a significant role in their marketing efforts — up steeply from the prior year (56%)”

Furthermore 79% (up from 66% the previous year) had gained new clients from social media. The average total asset gain from those 79% was $4.6 million USD. 53% of all advisors gained at least $1 million USD in new business from social selling.

Social media and social selling like any great sales strategy is best applied as a daily discipline and the study confirmed this. 71% of financial advisors who gained assets using social selling and social media were active on a daily basis.

 *Social Selling Tip: It’s important to note that often when we enter a new channel or social network we tap into new market segments. Even if you are finding LinkedIn to be profitable it’s still advisable to learn how to leverage tools like Facebook and Twitter. They will likely help you access new markets and increase exposure to existing ones.

Why are the statistics I have shared with you so important? They prove that social media and social selling are not a fad or fringe tool for selling and growing your book of business. The numbers show that adoption of social media use and the rate of success is growing in double digits for socially active sales professionals. That’s a pretty good investment!

 Where do we start?

In sales the “warm lead” is a coveted commodity. Warm leads, the people who know us, trust us and understand what we do as a professional are more likely to become great clients and referral sources. They’re also more likely to be focused on value instead of price when making a decision.

To be great social sales people we have to be great personal marketers and storytellers. Social media and social networks actually allow us to create warm leads in a very leveraged fashion. This leverage however requires that you move from pitching and focusing on clicks to creating great content and focusing on building relationships and community online (the click-throughs and selling come later).

Essentially salespeople that have mastered the art of online attraction have elevated themselves to the status of “Thought Leader” in the eyes of their specific target market/niche.

Your goal is to be a Thought Leader in your industry and area or expertise. This will not only warm up leads for you, it will pull them in. I also like to call “Thought Leaders” Magnetic Marketers because their trusted advisor status brings business and referrals to them.

Sales has changed. Today the customer owns your brand, their tweets, blog posts, online reviews and Facebook shares collectively impact your brand and your industry. This online conversation can be seen as a risk BUT it’s a huge opportunity if you’re willing to wade in and interact – or even better, start conversations and lead them.

If you’re looking to gain more insights, strategies on social selling and check-out a demo of the new Outlook Customer Manager you can register for Microsoft’s upcoming webinar on May 23rd here.

About today’s sponsor:

Microsoft Office Small Business Academy is a monthly web series created for small business owners as a source of ideas, inspiration and smarter ways of running a business.

Microsoft Office Small Business Academy features experts and analysts with accessible, real-world advice, ready to be put to good use by entrepreneurs, creative professionals, techies and leaders who’d rather be the boss than work for one.

Episode Synopsis:

Social selling: The death of the cold call as we know it? On the next, Office Small Business Academy, we show how to leverage social channels like LinkedIn to nurture customer relationships and build your pipeline.

Most businesses have only begun to scratch the surface of social selling. Regional Sales Manager of LinkedIn Sales Solutions, Susan Dettmar, reveals how to get the most out of your social strategy with proven best practices from the field.

President of Heinz Marketing, Matt Heinz, shares common mistakes to avoid and how you can use signals from social networks to engage prospects in a meaningful way.

Included in the webinar will be a demo of Outlook Customer Manager, a new business app included in Office 365 Business Premium. Automatically organize customer information and track deals in progress – all from your Outlook inbox.

Register for the May 23rd webinar here.

  • Dec 19 / 2016
  • Comments Off on Social Selling Keynote “The Exponential Influencer” by Shane Gibson
Keynote social selling speaker Shane Gibson
Sales Training Video, social media speaker, social selling

Social Selling Keynote “The Exponential Influencer” by Shane Gibson

This social selling keynote seminar is from a talk I did at the Social Media Mastery conference I did a few months ago. The premise of the talk is focused on helping people shift from being pitch artists and outbound sales people and marketers to becoming Thought Leaders who attract the business they want. This is a more condensed version of my one-hour keynote and full-day social selling bootcamps.

Social Selling Keynote Video “The Exponential Influencer”

“The Exponential Influencer” Seminar Slides:

To read the full live blog of Shane’s keynote visit salesacademy.ca
  • Nov 10 / 2016
  • Comments Off on Podcast Interview: Anthony Iannarino on “The Only Sales Guide You Will Ever Need”
Anthony Iannarino
* Sales Podcast, Sales Training, social selling

Podcast Interview: Anthony Iannarino on “The Only Sales Guide You Will Ever Need”

Anthony Iannarino

I had the opportunity to interview Anthony Iannarino on his new book “The Only Sales Guide You Will Ever Need,” we can even cover how he went from Metal Band rock band artist so top producing sales leader and author. Anthony is also the founder of “The Sales Blog,” one of the world’s top ranked sales blogs in the world.

Some of the topics we cover in the interview include:

  • Sales management
  • Sales coaching
  • Sales automation
  • Social selling
  • Sales process
  • Sales leadership and more…

You can learn more about Anthony Iannarino here and more about “The Only Sales Guide You Will Ever Need here.”


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