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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 / * Sales Podcast

  • Apr 05 / 2011
  • 1
* Sales Podcast, Internet Marketing and SEO, iPhone Podcasts, Marketing and PR, social media, social media podcast, social media tips, social media training

Social CRM is Really About Strategy Not Tools #SCRM

Today’s social media podcast (direct download here) is focused on social customer relationship management. Social SCRM (#SCRM on Twitter) is really where sales and social media form a nexus point with customer service, leadership and community. This of course is assuming we use the Social CRM for its intended purpose. Too many organizations fall in love with the tools but they should really be showing their customers and prospects that love. Here’s a great blog post that defines social crm well: “What is Social CRM?

Monitoring conversations is great – but getting involved in the conversation and being a thought leader is where the true opportunity is. Having a Social CRM strategy is vital, we need to help our sales team understand how to socialize online. Today’s podcast talks about some of the pro-active components that should be included in that strategy.

Social CRM Strategy model for using social media in sales and customer relationship management

  • Mar 08 / 2011
  • 2
Guy Kawasaki Enchantment
* Sales Podcast, iPhone Podcasts, Marketing and PR, social media, social media podcast, social media tips, social media training

Guy Kawasaki Podcast Interview on Enchantment

Guy Kawasaki Enchantment

I first met Guy Kawasaki at an Olympic Tweetup here in Vancouver a little over a year. My co-author Jay Conrad Levinson had already filled me in on Guy, and Jay may have even used the word “enchanting” when he described Guy. He seems to arrive and light up a room and make everyone around him feel at ease, when guy speaks about marketing and leadership business leaders listen. When Guerrilla Social Media Marketing was being written Guy was #1 on our list as the person to write the foreword, and we were absolutely honored to have him do so. He is a true guerrilla marketer and his use of Twitter and the creation of his site Alltop.com make him a social media thought leader and innovator. He also is an Apple Fellow and the driving force behind the creation of the Apple Fanboy many decades ago (a movement which is still in full force).

When Guy’s book Enchantment was being released I responded to Guy’s announcement and asked him to do a podcast interview. In the interview we discuss:

  • Enchanting brands
  • Social media marketing
  • Enchanting today’s worker
  • How to resist enchantment
  • and the difference between enchanting brands like Apple and Zappos and mainstream run-of-the-mill brands

Below is an “Enchantment Info Graphic” to accompany the podcast:

 

Enchantment Infographic

  • Feb 20 / 2011
  • 3
* Sales Podcast, sales assessment tools and indicators, social media, social media podcast, social media tips, social media training

Social Media Assessment Part 1 of 7

Today’s social media podcast is part 1 of a 7 part series on assessment. Before any major endeavor we need to take inventory of our assets, attitudes, and liabilities. Working with everyone from one person businesses right up to fortune 500 companies I have developed a social media assessment process that helps take that inventory. It’s a work in progress and in it’s present form has already helped me develop strong direction and focus with my clients. I’m sharing this process to help my readers and listeners, and also of course to get feedback — what do you like? What am I missing?

This is a process we developed working with our clients at Socialized! and it takes an inventory of the following:

  1. Your existing website: Is it socialized with a blog, integrated with the major social networks and well optimized for search engines?
  2. Your social profiles: Are you maximizing the use of the major social sites that are relevant to your audience. This entails not just creating content but having relevant conversations and engaging?
  3. Social Media Policy: Do you have a personal or corporate social media policy that fosters a social culture and creates accountability?
  4. Social Media Plan: Do you have a strategic plan for launching and sustaining focused social media communications.
  5. Trained staff: Is your team trained in the rules of engagement and in the technical aspects of the tools they will use?
  6. Integration: Silo? Online/Offline? Bi-directional?: What best describes your social media use. If only one person or one department is using it then you will be faced with bottlenecks and a one dimensional communications strategy.
  7. Metrics, Monitoring and Measurement?: Are you using social media monitoring tools like Twitter Search, Post Rank, Google Alerts etc. to find business intelligence, identify stakeholders and get involved in the conversation.

Today’s Podcast is focused on part 1 of the assessment: Your Socialized Site or Blog and asks 12 major questions (covered in the podcast)

Area of Focus

Score /10

1) Website/blog platform: Is it based upon a platform that is social ready?

Notes:

 

2) Is it easy to upgrade and keep pace with social media advancements?

Notes:

 

3) Does it offer multiple channels/media for two-way communications?

Notes:

 

4) Does it aggregate online conversations about your brand and industry?

Notes:

 

5) Does it provide a launch point to your social media outposts?

Notes:

 

6) Does it provide industry standard blogging capabilities and plugins?

Notes:

 

7) Is it search engine friendly?

Notes:

 

8 ) Does it allow community contribution of content, ideas or questions?

Notes:

 

9) Does it include multiple methods and media to learn about how you can help?

Notes:

 

10) Is it easy for visitors to share all of your content on the web?

Notes:

 

11) Are you proactively participating in communications and conversations on your site?

Notes:

 

12) Is the content consistently updated and current?

Notes:

 

The most important thing to realize here is that most of the questions are focused on how you are using your blog and site. Some of it focuses on basic functionality but most is about the application. I will be posting Part 2 “Your Social Profiles Assessment” in the next few days.

Social Media agency

  • Dec 08 / 2010
  • 3
* Sales Podcast, Internet Marketing and SEO, iPhone Podcasts, Leadership, social media, social media podcast, social media tips, social media training

Interview with Bruce Philp author of the new book Consumer Republic

Today I had the opportunity to interview Bruce Philp author of The Orange Code and the soon to be released book Consumer Republic. We had a great discussion about the power of the consumer and our ability to vote with our pocketbooks.

Here’s what the book site says about the book:

Consumer Republic
Using brands to get what you want, make corporations behave, and maybe even save the world.

Consumer Republic is premised on the uncomfortable truth that brands give consumers power over the marketplace that is essentially political. Brands make corporations accountable for their actions and, especially now, they give those corporations something valuable to lose if they fail us. Consumer Republic faces consumers with that power, explains how we got it, and then shows how the choices we make at the cash register can change our own lives, the way that corporations go to market and, ultimately, our entire way of life. Just as an engaged citizen is essential to an effective democracy, so an engaged consumer is the key to a sustainable free market, says Consumer Republic. My new book is a challenge to all of us who consume to vote with our money… and to marketers to be ready for a future in which they will face their customers eye to eye.

 

 

  • 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
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