:::: MENU ::::

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

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

Posts Categorized / Sales Management Blog

  • May 31 / 2011
  • Comments Off on Outsourcing Automation and Building Virtual Teams
Internet Marketing and SEO, Leadership, Marketing and PR, Sales Management Blog, social media, social media podcast, social media tips, social media training

Outsourcing Automation and Building Virtual Teams

Today’s podcast is on Outsourcing Automation and Building Virtual Teams. My guest today is Stephen Jagger (who is also my co-author for Sociable!) co-founder of Ubertor and Outsourcingthingsdone.com. They have a 150 seat office in Manila where they supply North American tech firms, Realtors and a variety of other industries with virtual team members.

I asked Stephen to come on the show to discuss best practices in the area of outsourcing and the technology needed to lead virtual teams.

  • Dec 06 / 2010
  • 11
* Sales Podcast, iPhone Podcasts, Marketing and PR, Sales Blog, Sales Management Blog, Sales Training, social media, social media podcast, social media training

Should you let your sales team publish content using social media?

Today’s podcast answers the question “Should you let your sales team publish content using social media?” I cover 5 reasons sales professionals should not be publishing content on social media and 13 reasons they should be. Here’s a brief summary of what is covered:

5 reasons why you should not let your sales team publish content using social media:

  1. You have hired idiots – even if you trained them they would just be motivated idiots.
  2. You have so much profitable business that you couldn’t handle any more
  3. Your product really sucks
  4. Your company and culture really suck
  5. You haven’t or will not equip them with
    – The rules of engagement and a social media policy
    – Training in the tools of engagement
    – Accountability in place – once engaged it’s game on – have a framework support and accountability.

10 reasons why you should let your sales team publish content using social media:

  1. “It’s not marketing it’s talking to customers” – Scott Stratten of UnMarketing
  2. It adds to value added frequency
  3. It opens up new channels
  4. It can save time
  5. Load balance your branding
  6. Social CRM is the next big thing – are you cruising or are you road kill (Social CRM Podcast)
  7. Immediate data instead of compiled and stale data
  8. It makes them almost as smart as your customer
  9. You can see the activity
  10. It builds a passive pipeline and makes projections easier “If you’re talking to unqualified prospects it’s not a sales problem, it’s a marketing problem” – Zero Rejection Prospecting (Michael J Durkin and Norbert Orlewicz)
  11. It builds a fence around the customer
  12. It creates joy
  13. It elevates sales people above pitch artist to trusted advisor
  • Aug 24 / 2010
  • 8
Internet Marketing and SEO, Leadership, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Management Blog, social media, social media podcast, social media tips, social media training

Social Media for B2B Marketing and Sales

A common question I get from business to business focused marketers and sales professionals is: “Does social media marketing and social networking really work in the B2B space?”

I posed this same question to Jeff Booth CEO of Builddirect.com and here was the answer he gave me:

“Social media is not really about B2C or B2B it’s about P2P or person-to-person communications and adding value.”  – Jeff Booth CEO Builddirect.com (the worlds largest online wholesaler of building supplies.)

The reality is that the majority of decision makers or their direct influencers use the web to find information on a vendor and the individual employees they are dealing with. I have compiled a short list of resources and blogs that you may find useful in deciding is social media marketing will work for your organization.

Here are some statistics and quotes regarding social media in the commercial space:

…69% of B2B buyers use social networks “primarily for business networking and development.” (About.com)

…Stereotypes may have C-level executives delegating research to others, but the study reveals that 53% prefer to search the Web and locate information themselves. – Google and Forbes Insights Study (2009)

Social media is not a separate silo or discipline, in fact, companies in the Business-to-Business space like Builddirect.com, Oracle, SAP, Intel, Accenture, GE, and Siemens have found that is most effective when integrated with existing sales and marketing processes. They also have found it has given them a significant advantage over their less socially engaged competitors. (An entire engagement study can be found at http://engagementdb.com )

B2B Social Media Reading and Resources:

  1. Video: “Vital Statistics for B2B Marketers”: http://www.youtube.com/watch?v=nXQdy-22TXM
  2. 20 Support Cases for Using Social Media in B2B Marketing” http://www.savvyb2bmarketing.com/blog/entry/122161/20-support-cases-for-using-social-media-in-b2b-marketing
  3. “A fascinating B2B Social Media Success Story” http://businessesgrow.com/2010/06/20/a-fascinating-hardcore-b2b-social-media-success
  4. “5 B2B Social Media Success Stories” http://blog.marketo.com/blog/2010/05/b2b-social-media-success.html
  5. “30 B2B Social Media Resources” http://blog.hubspot.com/blog/tabid/6307/bid/6379/30-Awesome-B2B-Social-Media-Resources.aspx
  6. “The Definitive Case for B2B Social Media Marketing” – Fast Company http://www.fastcompany.com/1665075/the-definitive-case-for-b2b-social-media-marketing
  7. “7 Reasons Why Social Media is for Sales” – http://bettercloser.com/7-reasons-social-media-sales/
  • Dec 07 / 2009
  • 6
* Sales Podcast, Sales Blog, Sales Management Blog, Sales Training

Creating a Sales Culture in Your Organization

Many organizations want to create a sales culture but many also fail at doing so. Today’s podcast covers nine lessons around creating sales culture that I have learned while helping non-sales organizations create sales culture:

  1. You need buy-in
  2. It’s really about creating an opportunity culture
  3. You need to reward people, that means everyone
  4. “What gets inspected gets respected” – Trevor Greene
  5. Move poor fits out quick, and hire the right people
  6. Feed the monster – train and develop continually
  7. Fix operations if they don’t support sales
  8. Fix products and services that don’t meet needs or fulfill promises
  9. It takes time, up to 18 months or longer before true leadership evolves
  • Dec 02 / 2009
  • 7
Leadership, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, Selling In Turbulent Times

Free Goal Setting Guide for 2010 by Bill Gibson

Read

Bill Gibson Chair of Knowledge Brokers International has put together a condensed goal setting guide called “Get a Fast Start for 2010.” You can download the PDF free here or you can view it via Scrib below. Enjoy!

Bill Gibson Free Goal Setting Guide

Pages:1234567...13
Contact Shane Gibson Today! Contact us!