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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

Posts Categorized / Events and Seminars

  • Aug 08 / 2009
  • 1
Events and Seminars, Internet Marketing and SEO, Marketing and PR, Shane Gibson Bio, social media, social media podcast, social media training

Social Media Marketing Colombia Interview

I’m doing a keynote seminar on Implementing and Integrating Social Media in Bogota Colombia for a marketing congress on September 28th. As a professional speaker this is one of my favorite parts of the job, getting to share my ideas and passions with people from all over the world. The seminar company’s Colombian office sent me these questions that they will be using as part of their marketing package for the event. I thought I would share them with my readers. Here it is:

Questionnaire for Colombia Newsletter

Shane Gibson Social Media Speaker

Q: How are Social Media turning traditional marketing habits around?

A: In the past we could dominate the marketplace with advertising, direct mail, and other forms of traditional media marketing. Today consumers are much more powerful marketers than companies are, with their ability to publish information to the web, they outnumber us. Their conversations about our brand, company, products and services are now “branding” us. They can blog about our company, they can share their opinion on our product on Orkut or Twitter, and they can post a Youtube video praising or condemning us.

Marketers now have to not just broadcast, they have to listen to what conversations are going on out there, and then they have to connect and interact with the marketplace in order to direct the conversations about their brand.

Today the customer owns our brand.

Update August 31 2009 (Watch a 7 minute speaker video addressing this question):

Q: Do you think these tools will replace well-known Marketing complex software such as CRM, for example? Why?

A: These tools are changing the way sales professionals and marketers interact with the marketplace. In the past we would build a database of customers in our CRM and proactively drive the sales process through constant contact. Social Listening tools that allow you to track conversations about your company or what your target market is doing are allowing marketers to pinpoint customers at the very moment they have a challenge or need for what we sell. There is also a new breed of CRM tools called Social CRM (SCRM) software that is just beginning to be available in the marketplace.

SCRM will allow you to pull in all the information about a contact, based upon permission from them (they tell you what data you will get), and your sales process will become driven by the daily activities and events in the lives of the customer. SCRM will make your database come alive with by the minute updates on what your best clients and prospects are posting on social networks and publishing in social media.

Q: What are the main benefits of including Social Media in Marketing and Sales strategies?

A: Social media success is built through a series of genuine interactions with the marketplace. The key is to create valuable content, resources, build community and connect in personalized ways with your market. Unlike traditional marketing and advertising most of the best social media tools are free. They need a time investment, and you have to train your staff to use them, but after that you can generate results with a significantly lower on-going investment financially. Also if used right, you can turn almost any staff member in your company into part of your marketing and customer service team, all they need is a Smartphone or a computer with web access. Social media expands your customer service and marketing capabilities.

Q: (Any real life examples as to how much money companies can save you can mention?)

A: My co-author Stephen Jagger (Sociable! Book Site) runs a company called Ubertor which has several thousand clients. His clients are real estate agents who use his real estate software to drive their websites. Steve was originally a client of mine. He had 10 sales people, and over a dozen other staff including computer programmers, management and support staff and a very large office. In order to service these clients he also needed a lot of telecommunications tools and phone lines.

Steve and his business partner Mike over a period of time began to replace telephone customer service with Web based Live Chat service and Twitter. He then decided to use Meetup.com to hold events with guest speakers on social media and technology use for his target market instead of sending sales people out top real-estate offices (he no longer needs salespeople). The next step was to close the office and have staff work virtually. They moved their phone system to Google Voice, which is free and use Gtalk and a tool called Yammer to communicate all day with each other. Steve’s blog and his Youtube videos are used to communicate to his clients, and post solutions to problems and information on the software updates and functionality.

The result? Significant business growth with a significant decrease in business costs. Steve is saving thousands of dollars per month in business costs, far fewer staff and has actually improved his customer experience.

Q: What are the main obstacles firms face when implementing Social Media in their Marketing and Sales strategies?

A: One of the obstacles is techno-phobia or as I call it Social Media Phobia. A lot of people don’t feel confident in experimenting or trying to use these new tools. They’re also worried about negative comments or someone using their blog or FaceBook to attack their brand. The reality is this technology is new, and we are all learning. Now is the best time to experiment and get good at social media, while your competitors are still watching on the sidelines. In addition to this, the only way we can insulate our company and brand from negative comments or competitor behavior online is to get involved in social media. Build a community of raving fans around your brand. You need to get social to win.
Related Posts:
Social Media Seminars

Developing a Social Media Policy and Guidelines

Social Media Speaker Shane Gibson on Social Media Etiquette

  • Aug 06 / 2009
  • 4
Events and Seminars, Internet Marketing and SEO, Marketing and PR, social media, social media training

Sociable! — How to Profit from Social Media

Tuesday August 11th 2009 1:00 PM EASTERN

How Social Media is Turning Sales and Marketing Upside-down

It’s not who you know but who knows you in today’s hyper-connected marketplace. The consumer now owns your brand, and in order to profit from this new dynamic, we need a solid strategy and set of principles to engage the marketplace.

Understanding the role social media and social networking play in this new dynamic, is paramount to our future success as sales professionals, marketers, and corporations. In this fast paced webinar Shane Gibson and Stephen Jagger will share with you:

  • The new rules of engagement in sales and marketing
  • How anyone can become a global brand in their niche using social media
  • How to effectively and profitably implement social media in your business
  • The Role of Social Media in the Sales Process
  • The top global social media and networking tools and trends for 2009 and beyond

Register Here for your TSE Webinar

About Shane Gibson

Shane Gibson is a professional speaker and author of “Closing Bigger the Field Guide to Closing Bigger Deals.” He is also co-author of Sociable! A new book written with Stephen Jagger on profiting from, social media to be released in Summer 2009. As a sales performance and marketing specialist he has addressed several thousand people over the past 15 years on stages in Canada, USA, South Africa and South America.

His client’s include organizations such as Builddirect.com, Ford, The Certified Management Accountants, and numerous Chambers of Commerce and Boards of Trade across Canada.

Shane has been cited as a subject matter expert on the topic of sales, social media and marketing in the Globe and Mail, the National Post, BC Business Magazine, and the Canadian Professional Sales Association’s “Contact Magazine.”

About Stephen Jagger

Stephen Jagger is an entrepreneur that has been starting businesses since high school. He is currently involved in 2 companies. Combustion Labs Media Inc, which operates as Ubertor.com, is a real estate software company that provides websites and online marketing tools to thousands of real estate agents across North America. His other business, Reachd.com is a training company that focuses on marketing professionals and businesses that are interested in learning more about search engine optimization, blogging, online video, Google Adwords and social media.

Stephen has been covered in many major publications including The Vancouver Sun, The Wall Street Journal, The Ottawa Citizen, The Vancouver Courier, The Calgary Herald plus many more. He has spoken at many different events including British Columbia Institute of Technology, The Vancouver Board of Trade, The Real Estate Board of Greater Vancouver, and Inman News Connect 2007 in San Francisco where he was on a panel of 4 with a representative from Google, Yahoo and the Yellow Pages and 2009 in New York on a panel discussing blogging. He is very active in the community as a member of the Vancouver Board of Trade Communication Committee, the Vancouver College Alumni Association, a volunteer with Kids Help Phone, the founding member of the largest real estate agent meetup in North America and a mentor for the Leaders of Tomorrow program.

Your session on Social Media was relevant, practical with ready to use concepts. At the end of the day it’s about the bottom line. I appreciated your real world proven approach to social media marketing
– Dr. Denis Cauvier, Best Selling author of “The ABC’s of Making Money”

Register Here for your TSE Webinar

Each webinar is just $59.50 FREE to VIP members (take theVIP Tour)

  • Aug 04 / 2009
  • 1
Events and Seminars, Internet Marketing and SEO, Marketing and PR, social media, social media podcast, social media training

Social Media and Internet Marketing Training August 2009

Social Media Training Events This Month:

Reachd training founded by Stephen Jagger (co-author of Sociable!) is putting on several great courses on everything from online video, to social media, search engine marketing training. Use the discount code CLOSINGBIGGER when you register.

Training in Wichita Kansas

  • August 13th“Market Like a Sniper with Adwords
    Learn to use Google Adwords to promote your business and test your marketing strategy
    More details about the
    Adwords Class in Wichita
  • August 17th“1 Hour Web Marketing Intro”
    If you are not marketing your business online but would like to start, this 1 hour fast paced session will give you a great overview of some of the resources available for online marketing
    More Details about the Web Marketing Intro in Wichita
  • August 20th“Build a Website Google Loves”
    3 hour introduction to the in’s and out’s of search engine optimization. Most web activity originates with some sort of search, you need to ensure that your website shows when your visitors are searching
    More Details about the SEO Class in Wichita
  • August 27th“Broadcast Your Message with Online Video
    There is no better way to build relationships with your web visitors then through online video. In this 3 hour course each participant receives a FREE Flip Video Camera.
    More Details about the Online Video Training Class

Training in Vancouver BC

  • August 6th“Market Like a Sniper with Adwords
    Learn to use Google Adwords to promote your business and test your marketing strategy
    More details about the Adwords Class in Vancouver
  • August 11th“Explode Your Growth with a Blog
    Blogging is the cornerstone of Social Media and a great tool to use to help fill your website with relevant content
    More Details about the Vancouver Blogging Course
  • August 18th“Build a Website Google Loves
    3 hour introduction to the in’s and out’s of search engine optimization. Most web activity originates with some sort of search, you need to ensure that your website shows when your visitors are searching
    More Details about the Vancouver SEO Course
  • August 25th – “Broadcast Your Message with Online Video”
    There is no better way to build relationships with your web visitors then through online video. In this 3 hour course each participant receives a FREE Flip Video Camera.
    More Details about the Online Video Training Class
  • August 27th – “Social Media Guided Tour
    Learn to use Twitter, Facebook and LinkedIn to build your brand and grow your business
    More Details about the Vancouver Social Media Training
  • Jul 31 / 2009
  • 7
* Sales Podcast, 28 days to better selling, Events and Seminars, Internet Marketing and SEO, iPhone Podcasts, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, Sales Training Video, Selling In Turbulent Times, social media, social media podcast, social media training

28 Ways to Improve Your Sales Results

I had a number of people (close to 300) complete the 28 Days to Better Selling Program I put on in May and June.  Many of you were asking when I was going to do it again? My next one will be in the fall but it will be marketing focused. With that said, you can do the 28 Days to Better Selling Program at your own pace by following the links below.

Here’s how 28 Days to Better Selling Works:

1)    A daily task that you can easily implement to improve your sales and business
2)    A succinct daily lesson to help you make the improvement

By the end of the 28 days you will have looked at 28 ways to fine tune and improve your sales process and business.  The daily lessons will be in written, video or audio format and will take less than 10 minutes each to review.

Day1  The ABC’s of Targeting

Day 2 Targeting the Right Referral Sources

Day 3 Prospecting in Person

Day 4 Networking Strategy

Day 5 LinkedIn Prospecting

Day 6 Investigative Prospecting

Day 7 Lead Nurturing

Day 8 Don’t Be A Boring Salesperson

Day 9 Listening in Sales

Day 10 Needs Analysis in Sales Part 1

Day 11 Needs Analysis In Sales Part 2

Day 12 Twitter for Sales Part 1

Day 13 Twitter for Sales Part 2

Day 14 Keeping Commitments

Day 15 Selling Benefits and Results

Day 16 Preemptive Objection Handling

Day 17 Sell the Price Different Not The Total Cost

Day 18 Vital Signs

Day 19 Preparing For a Sales Call

Day 20 Team Selling

Day 21 Just Thinking About You

Day 22 Team Players Make Efficient Sellers

Day 23 Day of Rest, Chill Out and Reflect 🙂

Day 24 Influencing Top Level Decision Makers

Day 25 Key Skills and Strengths for Selling Intangibles

Day 26 Reducing Anxiety and Worry

Day 27 15 Ways to Close A Sale

Day 28 Operationalizing Your Sales Process

Want to Close Bigger Deals? Buy the Book:

Contact Shane Gibson Today! Contact us!