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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 / Internet Marketing and SEO

  • Dec 03 / 2008
  • 8
Events and Seminars, Internet Marketing and SEO, Marketing and PR, Sales Articles, Sales Blog, Sales Training, Sales Training Video

Social Media and Social Networking Training by Reachd

Stephen and Rodney From Reachd at Builddirect.com

Rodney and Stephen from Reachd Training

Last week I had the opportunity to do something I haven’t done in a while.  I had the opportunity to sit through 3 half days of training on social media and social networking facilitated by Reachd training. I asked Stephen Jagger co-founder of Reachd to meet with my client Builddirect.com and have a brief discussion with the executive team about how they go further engage their customers using social media and social networking.  After this initial discussion it was decided that Stephen Jagger and Rodney Bartlett would run a 9 hour ( 3 half days ) bootcamp with the team.  Because I’m working with the sales team I wanted to understand what they learned and how we could integrate it with the sales process.

As someone who has sat through a lot of training sessions and seminars I was impressed. The training was relevant and customized for the client. Here’s briefly what they covered:

Day 1 – Video Blogging

Although I already do some vidoe blogging this day re-inspired me to do much more of it.  In fact it opened my eyes to many other positive applications.  They covered everything from what good content is right through to how one can get massive distribution for their online video blogs.  We even watched a video of Ian Watt take his pants off on Tom Everitt’s show. Ian was named as a top 10 Real Estate Blogger by Inmann News, and I don’t think he did it by being safe 🙂

Day 2 – Twitter, Twitter and more Twitter

Great day.  Twitter is a micro-blogging and social networking / communications tool.  This day was focused on how to create valuable conversations with your clients, customer, partners and even the media using this tool.  Companies like Zappos and Comcast as examples have used Twitter to directly engage their customers online.  Mostly early adopters, thought leaders and of course chatter boxes of all types.  Steve and Rodney were great and outline clear strategies to use the tool to engage customers, increse blog traffic and offered revenue generating examples as well.

Day 3 – FaceBook for business and Blogging

FaceBook has entire blogging communities devoted to it’s mutiple uses.  In Canada in particular it has high numbers fo subcribers compared to MySpace and in the US it basically is tied in regards to the number of users.  Most people reading this have probably been on FaceBook for a year or more. So I’ll spare you “What is FaceBook” rant.  With that said Rodney shared innovative ways to use video, photos, the events function, groups and pages to engage and grow your client and fan base.

Blogging – This was a great overview of how to write to create a following and an engaged client base.  The core message was blog and blog often. Also focus on shorter posts with a single focus this also helps with search engine optimization and you don’t tend to lose the readers interest.  One other good tip was when people comment on your blogs, answer them back, even drop them a quick e-mail to let them know you replied, this stimulates levels of engagement and personalizes the interaction.

This was a very brief review (I have 9 pages of notes) from the training but it was comprehensive yet down to earth and easy to understand.

Related links:

Follow them on twitter: Jeff Booth CEO of Builddirect, Rodney and Stephen of Reachd, Builddirect.com Corporate and for Upcoming Reachd Training events

Follow me Shane Gibson on Twitter 🙂

  • Aug 31 / 2008
  • 24
Internet Marketing and SEO, Marketing and PR, Sales Blog

Twitter and Social Networking for Sales People

…a.k.a. How I got a Martha Stewart Ironing Board Using Twitter

It’s officially 30 days since my “twitter” experiment began.  I believe in Social Networking, Social Media and tools like blogging immensely.  Last month I had Stephen Jagger on my podcast show and interviewed him about blogging and twitter (twitter is often referred to as a “microblogging tool as you can only post 140 characters at a time).  I’m on facebook, linkedin, have a friendfeed, video blog, and even an old fashioned well optimized web 1.0 sales website that still sends me a lot of business. So the question was “How valuable could this “twitter” tool be for sales people and marketers?”

Firstly I have spent most of the month observing other marketers, sales people, and entrepreneurs on twitter to see how they are using the tool to enhance sales, marketing, and branding.  The real power of this is the brevity of the message.  You have to get really good at writing headlines if you want to attract attention, and generate dialogue.

There’s a catch though, as with all other social networking tools pitch artists, spammers, and people who like to talk about themselves are shunned, and within the 25-45 year old early adopter professional demographic they don’t want to hear about mundane things either.  The conversation needs to add value, entertain, inform and be about more than just you, people tend to “follow” you.

Another attribute of great “tweeters” that I have also observed is that they spend less time trying to be interesting and more time being interested.  Jeramiah Owyang is a good example of someone who is highly interested by having consistent dialogue and positive input in other people’s twitter conversations that he follows, along with being highly interesting in regards to his posts about the entire social networking, marketing and branding space (not to mention the odd comment about the US election).

Although the number of people who “follow” me only numbers 70 at this point I have seen the impact of the “retwteeting” (someone posting your microblog to their network).  I launched my sales video podcast on August 22nd and had 80 visitors in the first hour from twitter.  Not a monumental number in the grand scheme of things but how long does it take a new website to attract 80 new visitors in it’s first hour live from Google? (Doesn’t happen).

How I got a Martha Stewart Ironing Board Using Twitter

A quirky and fun experience with twitter (not really connected to sales, but positive socially anyway) was noticing that Tod Maffin (podcasting maverick, CBC radio personality, and self professed Uber Geek) made it known to the twitter community that he was giving away “Sound foam” that a person could use to dampen noise and improve the quality of their podcast.  I sent him a quick tweet which was followed by an e-mail and the next day I got to meet Mr. Tod Maffin in person, and he even gave me a Martha Stewart ironing board (BONUS! almost new).

What was even more fun is carrying a big piece of black foam and an oversize ironing board through downtown Vancouver to my office (wearing a blue suit and my Prada sunglasses).  A client saw me and looked very confused.

Below: A pic of me in Tod’s place with my new found bounty (Thanks Tod!)

All quirkiness aside twitter has the capacity to spread news with it’s 140 character sized posts like a wild fire spreads through a parched forest.  Some of the results so far in using twitter for me have included but have not been limited to:

  • Connecting with a Speaker’s Bureau in Asia
  • Getting an RFP for Speaking at Conference Series
  • Being able to better monitor the activities and happenings within the hight tech community in Vancouver and beyond
  • Keeping tabs on new and evolving popular conversations (real time marketing intelligence)
  • Finding out what people are saying about my existing and potential clients online (opportunity identification)
  • Increased readership and listener / view base for my audio, video, and written blogs
  • Getting minute by minute updates from Barack Obama (I’m positive he was doing it personally)
  • Hearing about current events before it’s posted on mainstream media sites

One question / statement someone e-mailed to me after I invited them to connect on twitter was “How the hell do you have time for this?” I thought it was an entertaining question.  I post about 5-10 mircoblogs or tweets per day.  It takes less than a minute to write 140 characters.  To me that’s a high impact low input marketing tool.

This is not my final post or commentary on this tool. Hopefully it can open up some dialogue and I hope that as you read this you will post your comments and experiences with twitter and other social networking sites.

Here’s a short-list of some of the people I follow on twitter that are really harnessing the tool:

Jerimiah Owyang
twitter address: http://twitter.com/jowyang
blog: http://web-strategist.com/blog

Stephen Jagger
twitter address: http://www.twitter.com/sjagger
blog: http://blog.ubertor.com

Viddler
twitter address: http://twitter.com/viddler
Video Site: http://www.viddler.com

Rebecca Bollwitt
twitter address: http://twitter.com/Miss604
blog: http://www.miss604.com

Raul
twitter address: http://twitter.com/hummingbird604
blog: http://www.hummingbird604.com

Ian Watt
twitter address: http://twitter.com/ianwatt
entertaining real estate video blog: http://www.ianwatt.ca/RealEstateVideos

John Chow
twitter address: http://twitter.com/JohnChowDotCom
blog: http://www.johnchow.com

Tod Maffin
twitter address: http://twitter.com/todmaffin
blog: http://todmaffin.com/category/blog

(Follow Shane Gibson on Twitter)

  • Jul 30 / 2008
  • 1
* Sales Podcast, Internet Marketing and SEO, iPhone Podcasts

Twitter and Grandcentral.com as Sales Tools Podcast

Another great interview Stephen Jagger on using tools like Twitter and Grandcentral.  As sales people embracing new technologies can enhance our productivity and open up new markets for us.

  • Apr 01 / 2007
  • 2
Events and Seminars, Internet Marketing and SEO

Sales Blog Entry – Shane Gibson in “The Province” Vancouver BC

I thought some of you may find this recent article written about my presentation skills program interesting:

Being nervous not kiss of death
MAKING A PRESENTATION: It’s OK if you have a few butterflies

Carla Wilson, CanWest News Service

Published: Sunday, March 25, 2007

Don’t worry if you’re nervous making a presentation. A few butterflies may actually help you.

“If I’m not nervous at all, I may be too relaxed and too uninspiring. A little bit of an edge and some passion can really pull an audience in,” says Shane Gibson, executive vice-president of Knowledge Brokers, which trains executives and managers on how to make more effective, engaging presentations.

Read more

  • Nov 23 / 2005
  • Comments Off on Is your spam filter eating your deals? Sales Blog Entry
Internet Marketing and SEO

Is your spam filter eating your deals? Sales Blog Entry

This Blog entry was done from the HarbourLynx Ferry… gotta love aircards!

I got the call several months ago; an upset client. “Why didn’t you bid on the RFP?” “Sorry I don’t understand,” I responded. “An RFP this is the first I have heard about it?”

“You were a shoe in; I kind of thought you must have thought the deal wasn’t worth it, we e-mailed the RFP out a month ago.”

I still maintained that I didn’t get it. I would have loved the business. It wasn’t a huge deal but it was a big client that could turn into many big deals. I thought it was his mistake; and then I looked in my SPAM filter folder. There it was. My SPAM filter that was designed to protect me from Viagra Ads and Free Airfare Scams had eaten my client’s Request For Proposal.

If you’re visible on the net and internet marketing is part of your business strategy then you have to look at the pros and cons of spam filters. Imagine being a CEO of major company that gets a response from a vendor’s spam filter program that says “Suspected Spam, please click the link below to be added to this person’s address book.” It’s hard enough to get them to our site, to find our contact details, send as an inquiry about our services or products, but now we are going to add one more step.

Commonly used stats on the net state that for every time a visitor to our site has to clink a link we lose anywhere from 20% to 50% of the visitors. What does that extra step in making the client manually click through and confirm their ID do? We are saying that it’s too much trouble for us to sort through our inbox to find their e-mail; the one where they are offering to spend their money with us.

If you’re in sales, invest the time to wade through your inbox, I know the Viagra ads are annoying, but not as annoying as having your spam filter eat your next deal.

Shane Gibson
shane@closingbigger.com
http://www.closingbigger.com

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