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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 / social media training

  • Apr 23 / 2014
  • Comments Off on Online Professional Sales Certification Program Launches May 5th
Shane Gibson Sales Training Vancouver
Sales Training, Shane Gibson Bio, social media training

Online Professional Sales Certification Program Launches May 5th

Professional Sales Certificate Program

On May 5th the next Professional Sales Certificate Program starts. For many of our graduates it has helped boost their company revenues and personal career in a matter of months. It’s said that nothing happens until someone sells something. We may have all kinds of great gadgets and amazing tools like Twitter and LinkedIn but someone still needs to know how to close the business.

Working with Langara College, international speaker Bill Gibson of Knowledge Brokers (South Africa) and myself (Shane Gibson) have put together the ultimate sales training program for new sales professionals and professionals that want to add a revenue generating toolkit to their repertoire. The methodologies in this program have been successfully used and implemented by major sales organizations including BMW, ABSA Bank, Gestetner, Vodacom, Siemens and Ford to name a few.

Our next program starts soon and here are the dates:

Successful Selling Strategies – 60655
May 5 – 28, 2014

Persuasion, Communication & Relationship Building – 60656
June 2 – 25, 2014

Motivation, Closing & Keeping Clients – 60657
July 7 – 30, 2014

Sales & Planning Toolkit – 60658 * Updated with brand new content on social selling
Aug. 5 – 27, 2014

Each course is 18 hours in duration held over a six week period and consists of weekly reading, presentations, group discussions and live webinars. If participants can’t make the date and time of the live-webinar there will be an opportunity to watch a recorded version. All courses have testing built-in and each participant must have a passing grade in all courses to be eligible for the certificate.

This certificate is awarded to students who have successfully completed all four online courses below.
  1. Successful Selling Strategies
  2. Persuasion, Communication & Relationship Building 
  3. Motivation, Closing & Keeping Clients
  4. Sales & Planning Toolkit
Students will have access to their course on the first day using the Blackboard learning system. For course descriptions of our offerings at Langara College this term, please click HERE  and then on the orange Course Title. Please note that the CRN is the course number for registration.  If you have any questions at all, please email Lynn at lkitchen@langara.bc.ca
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About your Instructor and Trainer Shane Gibson

Shane Gibson Langara College Sales Program

Shane Gibson, Author

Shane was named on Forbes.com as the 5th most influential social sales professional in the world. Shane is an international speaker, and author on social media marketing and sales who has addressed over 100,000 people on stages in North America, Southern Africa, India, Malaysia and South America. He is in high demand as a keynote speaker on the topics of social media and sales performance.

Shane is the in-house Sales Trainer for BuildDirect and also the facilitator for the Langara College Professional Sales Certificate Program.

Shane’s books include Sociable! How Social Media is Turning Sales and Marketing Upside Down. Closing Bigger the Field Guide to Closing Bigger Deals and Guerrilla Social Media Marketing, co-authored with Jay Conrad Levinson.

Shane’s speaking and training clients that he has worked with include: Ford, CMA Canada, The Vancouver Board of Trade, Ford Motor Company, HUB International, Canaccord Financial and hundreds of entrepreneurs, individual sales people and marketers over the past 16 years. When he’s not working or tweeting you can find Shane hiking or skiing in British Columbia’s Coast Mountain range with his family.



  • Dec 17 / 2013
  • Comments Off on Social Media Podcast: This is Your Permission to Share and Create
social media podcast, social media speaker, social media training

Social Media Podcast: This is Your Permission to Share and Create

Social Media Content Sharing strategy podcast

Todays social media podcast is focused on sharing and creating. Too often we hold back, hide our voice or just never start the process of being creative. We all have something to share. Whether you’re an aspiring writer, an artist or in charge of a social content strategy it all starts with getting in-the-flow of creating and sharing as a discipline and habit. In this podcast we cover following:

  • Strategies on becoming creative
  • The role sharing plays in successful social media marketing and communications
  • How to overcome the fear or rejection so you can share what you create
  • Tips on how to get out of a creative rut
  • How creating, sharing and contributing build momentum in your business and your life

Shane Gibson (@ShaneGibson) is a social media speaker who has addressed over 100,000 people on stages on three continents over the past 15 years. He is also co-author of Guerrilla Social Media Marketing and Sociable! How Social Media is Turning Sales and Marketing Upside-down. When he’s not speaking or Tweeting he is in the social media trenches working with his clients on their sales and social media strategies.

  • Nov 27 / 2013
  • Comments Off on Social Media Is Hard – Get Over It!
social media training

Social Media Is Hard – Get Over It!

social-media-is-hard

Social media is hard. Success is hard. There comes a point in your business or life when you have to decide if you’re going to hangout by the water cooler with people who are also talking about why they can’t get ahead – or do the hard work that will make you a Linchpin in your office or in your industry.

Social media communications is much the same. It’s not a mystery why Ford crushes their competition in the social media space – they have been doing it for over 5 years. Here in Canada we have been actively training their dealer network since 2010.

In his ground-breaking book “Outliers” by Malcolm Gladwell he talks about in-depth research that points to the fact that it takes 10,000 hours to become a master at a subject or industry vertical. Olympians train for years for their moment of glory. Top performing insurance sales people make 50 calls a day for a decade to get to the top .5% of their industry. Google is an overnight success that was founded in 1998. You get the picture.

Jim Janz, multi-millionaire and direct selling pioneer once told me that it takes 6 months to look like a leader, 12 months to become a leader (in his business) and 18 to 24 months to build a loyal community that trusts you and follows you.

Taking into account what Jim shared with me – I recently had a client tell me they were going to no longer be proactive and invest in their social media efforts. “We have been doing this for months and the ROI isn’t there yet.” Seemingly wise senior executives are doing this en masse – it took them years to build their brand and trust but somehow community building and proficiency in doing so with social media should somehow defy all other conventional business rules – it takes time to build something that will last – they just want to write a cheque (that’s a check in the USA) like they’re buying a TV ad and have instant results – it doesn’t work that way.

There are 1.3 billion people globally using social media to connect, collaborate and yes make buying decisions. It’s hard work to get their attention, add value, build a relationship and convert them to clients. The reality is social media and social networks are here to stay – in fact they are becoming the primary drivers of buying decisions by senior executives and the general public.

1. Consumers are 71% more likely to make a purchase based on social media referrals (Hubspot)

2. Social networks influence nearly 50% of all IT decision makers (LinkedIn – learn more at TechConnect ’12)

3. Out of 53% of consumers who said they use Twitter to recommend companies or products in their Tweets, 48% bought that product or service(SproutSocial)

4. Twitter is the #1 online channel for influencing purchasing decisions surrounding electronics (Mashable)

5. 15,100,000 consumers go to social media channels before making purchase decisions (Knowledge Networks)

6. 49% of consumers use Facebook to search for restaurants (Mashable)

7. 74% of consumers rely on social networks to guide purchase decisions (SproutSocial)

What’s the solution? Eventually you need to become a social business. If your customers prefer Twitter, Facebook and Instagram as communications tools over the phone (as in voice calls) and watching TV – then why force them to use email and the phone? While you’re resisting change your competitors are building community and gaining future customers (some of them yours).

• What’s the natural buying process that my customer follows?
• Where do they get their information?
• Who influences their buying decision?
• How do I get above the noise of my competitors?
• How to I connect with them personally and build real rapport?

Social media and social networks when combined with a solid strategy and plan are the answers to these questions. But it’s a discipline and a shift for many in the way they do business. It’s not a silver bullet, and it’s not an ad campaign you can support for a few months and then move onto something new. It’s about building a community and also building competency in all departments in social media communications.

So here’s my pitch. If you want instant results, with millions of followers and massive brand recognition and no need to engage or empower your staff to be social ambassadors… don’t use social media – BUT realize that that “nice to have” social media competency will at some point become a need at the crisis level.

If you’re willing to pay the price, invest the energy and forge bullet-proof relationships with customers in the next 24-36 months then maybe social media is something you’re ready to invest in. What it isn’t at first it is at last. Investing in building a large community and real relationships online creates an asset that can keep paying for years – but anything worthwhile take effort and discipline.

  • Oct 15 / 2013
  • 2
social media, social media podcast, social media training

How to Not Lose Yourself or Humanity with Social Media

Have you ever pondered about the negative effects of social media? Today’s podcast is in on the toxic effects of social media use and what you can do to make sure that’s only having a positive impact on your life.

Social Media Addiction Anxiety Fear

It starts with the odd comment from your spouse about your love affair with your Samsung, or possibly it’s the realization that you tuned out for an entire hour during a board room meeting. For others it’s worse – an overwhelming feeling of guilt or anxiety for not being social enough online. Fits of jealousy, defensiveness, elation (over-reacting) or over-sharing are all other symptoms that our social media use has gone from empowering to toxic.

Updates ( 11/12/2013):

A study cited by the National Post shows that taking photos at an event (more often than not with a smartphone) actually decreases our ability to recall the event.

An Anxiety UK study found that over half of respondents who regularly use social networking sites saw their behaviour change negatively.

On the extreme side social media abuse and overuse can lead to amplifying and worsening Narcissistic Personality Disorder, lead to lack of intimacy and anxiety disorders. We don’t have to go that far to have social media lose it’s luster. Sometimes we are not even willing to admit that we have lost touch of the goal. Social media is “social” it’s about building real relationships and improving efficiency through collaboration and community.

In this podcast we discuss many of the route causes and effects of social media abuse and we also discuss 15 Ways to Positively Use Social Media. Here are the solutions in bullet form: (Listen to the podcast for the whole story):

  1. Start culling your stream – racism, whiners, anti-everything people etc.
  2. Proactively decide where you want to be, what your values are and build that community
  3. Share awesome content (passionate)
  4. Make a calendar, daily activities, limit time
  5. Social situations – Decide in advance if you should disconnect from the smartphone
  6. Set a goal when going online
  7. One network at a time open to reduce distraction
  8. Use a tool like Hootsuite to manage the noise and filter
  9. Share who you are (it’s exhausting being someone else)
  10. Be aware of the emotional impact – extreme good and bad emotional responses – these are danger signs
  11. No email Fridays – go meet someone, use the phone and avoid the digital
  12. If it’s your job to do social media, it’s time to set boundaries and get the resources to have digital black out periods
  13. Map out your vital signs. What makes you healthy and productive? Less is more.
  14. Set life goals not social media goals.
  15. Use the internet to get off of the internet

 

  • May 20 / 2013
  • 2
iPhone Podcasts, social media, social media podcast, social media speaker, social media tips, social media training

Why Companies Fail at Generating Social Media ROI

Social Media ROI Owned Earned Bought Return on Investment

 

Social Media ROI (Return on Investment), is supposedly a hard thing to prove or measure. The problem isn’t the value of social media, or in many cases our approach to getting results – it’s about commitment – a good old fashion work ethic and focus on the longterm.

Today’s social business podcast discusses the dilema and the needed shift in consciousness required of leaders to win in the social media space.

Social Media ROI takes time and most people – even really smart people in leadership positions (who come from a different era) have a tough time planning more than 3 months into the future these days. When you build a social media presence it becomes an asset, one which increases in value over time but really requires no more input on your 18th month than it does on your first day (solid strategy required of course).

“Social media” as a term sucks. The minute we put the word “media” beside something we start to measure it like our latest newspaper campaign or radio blitz. Most media is disposable and impermanent. The radio ad, print as or email blast has a very finite window for generating results and then that money, well spent or not is gone. We spend our $20,000 for a month long campaign and then to drive more business we have to spend it again next month.

In this podcast we are going to discuss three types of media:

  • Bought media
  • Owned media
  • Earned media

Failing to understand the difference between these three types of media and having the foresight and commitment to build a true media asset for their business is in my opinion one if the single largest roadblocks for most businesses social media success.

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