selling in hyper-connected world
DESCRIPTION
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.TRANSCRIPT
Socialized.me @SocializedTeam
Selling Fundamentals ina Hyper-connected World
With Shane Gibson@ShaneGibson
Socialized.me @SocializedTeam
ROI on Personal Assets
Socialized.me @SocializedTeam
The ABC’s of Targeting
Socialized.me @SocializedTeam
Sales Conversion Ratio
Calls
1st
2nd
3rd
4th
5th & Onward
Converted
2 of 100
3 of 98
4 of 95
10 of 91
81 of 81
Percentage
2%
3%
4%
10%
81%
(100 Competitor’s Clients Converted)
Socialized.me @SocializedTeam
Targeting Criteria Examples
• Number of staff that work for the company
• The volume of income that company generates annually
• Number of staff in a specific department
• Access to decision maker• Business stage or cycle
Socialized.me @SocializedTeam
Targeting Criteria Examples
• Number of retail outlets• Their geographical location• Familiarity with our brand• Organizational mission or values
Socialized.me @SocializedTeam
Targeting Criteria Examples Individual
• By industry • Geography • Stage of Career • Stage of Life • Need for for your product • Financial situation or access to
finance
Socialized.me @SocializedTeam
Targeting Criteria Examples Individual
• Referral or influence power • High value buyer • History of on-going investment or
purchases in your industry• Educational background • Number of children
Socialized.me @SocializedTeam
Targeting Criteria Examples Individual
• Time commitments or availability • Decision making style • External Influences • Career Aspirations• Lifestyle aspirations
Socialized.me @SocializedTeam
Most Wanted List
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Successful Selling
“Creating an environment where an act of faith can take
place.”
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5 Stages of Relationship Development
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Socialized.me @SocializedTeam
Saying you don’t believe in social
media is like saying you don’t believe
in the internet
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“The Customer Owns Your Brand”
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1.1Billion
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175 200 Million
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400 million updates/day
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Socialized.me @SocializedTeam
3Billion Views/Day
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Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
The Rules of Engagement#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 Leverage through influencers and community
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Who’s Mitch?
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Listening
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Socialized.me @SocializedTeam
Score Keeping?
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Stakeholder Spotting
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Twitter Search (Local)
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Socialized.me @SocializedTeam
Inte
l/D
ata
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Expert Curator• Sharing Tools• Industry Blogs• Geographic and Vertical Specific
News• Experts list• Zite• Linkedin.com/Signal
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Sharing on-the-fly
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
Socialized.me @SocializedTeam
How to Win as a Social Sales Pro1. Align with Business Goals2. Build your Most Wanted List (ABC’s)3. Pick the Right Platforms4. Build a frequency goals sheet/calendar5. Implement Listening and Engagement Strategy6. Create focused content/conversations 7. Scale through community and relationships8. Use the internet to get off of the internet
Socialized.me @SocializedTeam
Lets Connect
Socialized.me/blog@ShaneGibson @AnthonyCaridi@mitchyballen