#SocialSelling - How to Drive Real ROI Using Social Media For Sales

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Social media and social networks are becoming vital sources for prospecting, lead generation and client engagement. In fact a recent study of over 500 sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. Shane Gibson has provided social sales training to organizations such as Corning Cable Systems, DTM Systems, ACL and Ford Canada. (Training over 200 dealers for Ford alone). In fact before social media was even a household term Shane was conducting Prospecting 2.0 seminars (using Linkedin and other business intelligence tools) in Canada, USA and South America. In this session Shane Gibson will share with you: The Rules of Engagement in social media for sales professionals How to define and hone in on your target “nano-markets” online How your social graph impacts your ability to close deals and generate leads. How to maximize your LinkedIn profile so it attracts clients. How becoming an expert content curator can build credibility and influence on LinkedIn. Key social search and social media monitoring tools to find opportunities and gather business intelligence. How tools like Hootsuite and social CRM can pull all of your social networking together and make it easy and profitable to manage.

@ShaneGibson #GetSociable!@ShaneGibson

@ShaneGibson #GetSociable!
Saying you
don’t believe
in social
media is like
saying you
don’t believe
in the internet
@Garyvee

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!
“… is about creating an
environment where an act of
faith can take place”

@ShaneGibson #GetSociable!
#1 Stop pitching and start connecting
#2 Doers win in the game of social media
#3 It’s not about you
#4 Be fearless in your contribution to community
#5 Don’t be a social spammer, engage
#6 Be authentic
#7 Be consistent
#8 Amplify through community
#9 Get Sociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!
Stakeholder
Spotting

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!
SCRM
Social
email
Values
Preferences
Data
Relationship
History
Business Intel
Personal Intel
360 view
SCRM

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!

@ShaneGibson #GetSociable!
1. Focus on “A” Category Prospects
2. Pick the Right Platforms
3. Follow the Rules of Engagement
4. Use a social CRM like Nimble
5. Follow-up follow-up follow-up

@ShaneGibson #GetSociable!
http://closingbigger.net
http://twitter.com/ShaneGibson
http://linkedin.com/in/shanegibson/

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After working with sales people, social media marketers, community managers, entrepreneurs, charities and many other professionals on five continents I have had the opportunity to see the Rules of Engagement implemented (and ignored) in almost every environment. Stephen Jagger and I sat down and penned these rules in 2008 when we were writing Sociable! – the tools have since evolved but the rules are even more relevant today then they were back then. We started with 7 rules and recently I added two more which I will share with you today.

The 9 Immutable Rules of Engagement in #SocialSelling INFOGRAPHIC

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Social media and social networks have become vital sources for prospecting, lead generation, client engagement and service support. In fact, a recent study of over 500 B2B professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. In addition to social media literacy and insights, today’s sales organizations need a bullet-proof sales process and strategy as well. The line between sales and marketing as well as customer and vendor has become blurred. Today’s sales and marketing process is collaborative and customer centric. At this lunch and learn, guest speaker Shane Gibson, Sales Trainer for Build Direct will share: The Rules of Engagement in social media for sales professionals How your social graph impacts your ability to close deals and generate leads. How to maximize your social media profiles so they attract clients. How becoming an expert content curator can build credibility and influence. How to use tools like Hootsuite and Nimble social CRM to pull all of your social networking together and make it easy and profitable to manage.

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With employees, customers and stakeholders equipped with technology that allows for mass collaboration and rapid communication we as leaders need to understand how to harness this technology and the crowds we are connected to. Today’s workplace is not a homogeneous one. As leaders we have to lead teams that are made up of Baby Boomers, Gen X and Gen Y. This coupled with diverse cultures and values in the workplace make leading both exciting and challenging. Social media and social communications provide massive opportunities in marketing, sales and people development. It also opens us to major risks and productivity losses. In this fast-paced Shane Gibson author of Sociable! And Guerrilla Social Media Marketing will share with you: • How to ensure your staff are social networking versus social notworking • Why a social media policy is vital* and how to implement one that inspires people to share AND protects your organization • New rules for engagement in a digitally transparent era. • How to implement social collaboration and learning tools. • Tips and approaches for recruiting staff using tools like Facebook, LinkedIn, Twitter, Pinterest and Instagram • Using technology to break down silos and create collaboration within your organization. • How to apply timeless leadership principles to this new work and business climate

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From last nights seminar at the Vancouver Sales Performance Meetup. Here is the seminar outline: How to Set and Achieve Powerful Goals in 2015 As sales professionals and sales leaders a new year means new sales targets and opportunities. Setting meaningful goals and mapping out processes to achieve those goals is vital to our success. In this fast paced keynote Shane Gibson will share: • 6 Key Principles To Achieving Any Goal • How to Reframe a Failure to Propel You Forward • Tools and processes used by industry leaders to build momentum and accountability in a sales team

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Shane Gibson social media speaker (Malaysia Seminar) It is not who you know but who knows you in today’s hyperconnected marketplace. The consumer and the crowd now own your brand, and in order to profit from this new dynamic, you need a solid strategy and set of principles to engage the marketplace. Social media has a new set of rules that marketers can follow or break (often at their brand’s peril). The tools will change over time, but the rules of engagement will stay the same. These are principles that your team can apply today and they are also business strategies that they can take with them as technology and the web evolve. In this full multi-day social media boot camp series, our course leader will share with your team on understanding the role social media. He will also unearth how the social networking play in this new dynamic will be paramount to your future success as sales professionals, marketers, and corporations. Key benefits for attending this event: · GOVERN the“7 Rules of Engagement” in sales and marketing for better impact when using social media · ENRICH tips and approaches to using tools like blogging, Twitter, Facebook and Video to stay top of mind with clients · GAIN insight by using hyper-local social media and networks to own your local market · INCORPORATE strategies and tips on influencing online “Thought Leaders” and influencers (tapping into vast source online word-of-mouth referrals) · MAGNIFY the use of Social Media to connect, attract and grow profitable client opportunities · INTEGRATE online and offline media for your business profitability · APPLY 7 easy steps launch your business into the social media space · UNCOVER specific tips on measuring success, developing easy to implement plans and keeping things organized and simple to execute (and keep your team on-track) Who Should Attend VPs, GMs, HODs, Directors, Team Leader, Senior Managers and Managers of: · Social Media · Marketing/ Marketing Strategist/ Marketing and Communication · Brand and Communication · Digital Strategist/Digital Media and Social Engagement/Digital Marketing · Corporate Communication · Public Relation · Brand and Product Management · E-commerce · Media Relation · Corporate Affair · Customer Service · Entrepreneurs FREE TAKEAWAY!! Social Media Plan Template including sample social media calendars, social media policies and event marketing template and guide. Delegates are required to bring laptop to benefit from the hands-on

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Sponsored by the Langara College Professional Sales Certificate Program: Closing bigger deals is a process not an event. The path to consistently close large accounts is about having a solid proven process to attract, develop and close large accounts - and then working that plan intensely. If you’re looking to attract larger clients, increase the average size of your deals or just shorten your sales cycle this event is for you. Shane Gibson has put together a condensed keynote presentation based upon his Closing Bigger Sales Boot Camp. In this session you will learn: - “The 8 Deal Big Deal Killers” you must avoid - How to navigate the “Power Player Network” that exists in every big deal - How to systematically solidify long-term business relationships - When to break the rules Agenda: 6:00pm - 6:45pm Registration and Networking 6:45pm - 7:30pm Closing Bigger and Closing More Often 7:30pm - 8:30pm Networking & Sharing Best Practices 8:30pm onward - More networking :)

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Social Sales Training Summary: The Social Selling Intensive is an in-depth results focused program that will help you integrate social selling strategies with winning sales processes used by leading sales organizations globally. • How to target the right client (online and offline) to maximize your return on sales efforts • How to use social media and Social CRM to find new business, amplify your personal brand and improve your career prospects • Step-by-step processes for using LinkedIn, Facebook and Twitter to unlock business networks and beat the competition • Powerful questions that help you close more and larger deals • How to beat the competition with relationship selling • 13 proven strategies to becoming a master networker

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With over 1.5 Billion people globally using social media to communicate and make buying decisions daily it has become very evident that social media cannot be ignored by anyone doing business in the hospitality industry. Facebook, Twitter, Instagram, Yelp and Google places (to name a few) are all platforms that provide considerable opportunity – there are also serious risks to using them if you don’t have a solid plan and process in place. This session has been specifically designed for owners, managers and marketing teams in the hospitality business. If you own, operate or lead a team for a restaurant, bar, lounge or club this event will help you systemize your approach to social media marketing and maximize your return on investment on all of your marketing efforts. The top social and mobile marketing trends that can positively impact your business Why you need a social media policy for your staff now (samples included) Visual marketing online, creating great content for Facebook, Instagram, Pinterest and more. How to use Twitter to build relationships, gather business intelligence and drive foot traffic Facebook best practices plus contests and promotions that put people in your locations Social media monitoring tools that will help you protect your brand integrity, turn fans into advocates and un-earth vital business intelligence How to use tools like Yelp, Google Places and FourSquare effectively How to assemble an effective social media plan and team

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topics of leadership, marketing, social media, and sales performance. Some of these publications include CMA Magazine, the Financial Post, the Globe and Mail, Profit Magazine and is a regular contributor to the Business in Vancouver digital edition. 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, Seminarium Colombia, Seminarium Chile, BuildDirect.com, the Sauder School of Business, the University of British Columbia, 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.

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