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@ShaneGibson #GetSociable!@ShaneGibson
@ShaneGibson #GetSociable!
Saying you
don’t believe
in social
media is like
saying you
don’t believe
in the internet
@Gary...
@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!
Value added frequent engagement
consistently over time.
More value + more time = more trust
@ShaneGibson #GetSociable!
Relationship
Building
Model
Warming
Up
The Call
1
Breaking
The
Ice
Uncovering
Buying
Motives
Th...
@ShaneGibson #GetSociable!
#1 Stop pitching and start connecting
#2 Doers win in the game of social media
#3 It’s not abou...
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
• Search.Twitter.com
• Facebook Graph Search
• Nimble Plugin
• Linkedin.com home
• Tweetreach.c...
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
SCRM
Social
email
Values
Preferences
Data
Relationship
History
Business Intel
Personal Intel
36...
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
• Sharing Tools
• Industry Blogs
• Geographic and Vertical Specific News
• Experts list on Twit...
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
@ShaneGibson #GetSociable!
1. Identify Your Your “A” Category
Prospects and Customers
2. Pick the Right Platforms
3. Apply...
@ShaneGibson #GetSociable!
iTunes Social Media Podcast
http://closingbigger.net
http://twitter.com/ShaneGibson
http://ca.l...
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Drive ROI Through Social Selling

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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Drive ROI Through Social Selling

  1. 1. @ShaneGibson #GetSociable!@ShaneGibson
  2. 2. @ShaneGibson #GetSociable! Saying you don’t believe in social media is like saying you don’t believe in the internet @Garyvee
  3. 3. @ShaneGibson #GetSociable!
  4. 4. @ShaneGibson #GetSociable!
  5. 5. @ShaneGibson #GetSociable!
  6. 6. @ShaneGibson #GetSociable!
  7. 7. @ShaneGibson #GetSociable!
  8. 8. @ShaneGibson #GetSociable! “… is about creating an environment where an act of faith can take place”
  9. 9. @ShaneGibson #GetSociable! Value added frequent engagement consistently over time. More value + more time = more trust
  10. 10. @ShaneGibson #GetSociable! Relationship Building Model Warming Up The Call 1 Breaking The Ice Uncovering Buying Motives The Sales Proposal Handling Objections Closing The Sale 6 Add-ons And Up Sells 7 2 3 5 4 Invite and Engage At Every Step
  11. 11. @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
  12. 12. @ShaneGibson #GetSociable!
  13. 13. @ShaneGibson #GetSociable!
  14. 14. @ShaneGibson #GetSociable!
  15. 15. @ShaneGibson #GetSociable!
  16. 16. @ShaneGibson #GetSociable! • Search.Twitter.com • Facebook Graph Search • Nimble Plugin • Linkedin.com home • Tweetreach.com
  17. 17. @ShaneGibson #GetSociable!
  18. 18. @ShaneGibson #GetSociable!
  19. 19. @ShaneGibson #GetSociable!
  20. 20. @ShaneGibson #GetSociable!
  21. 21. @ShaneGibson #GetSociable!
  22. 22. @ShaneGibson #GetSociable!
  23. 23. @ShaneGibson #GetSociable!
  24. 24. @ShaneGibson #GetSociable! SCRM Social email Values Preferences Data Relationship History Business Intel Personal Intel 360 view SCRM
  25. 25. @ShaneGibson #GetSociable!
  26. 26. @ShaneGibson #GetSociable!
  27. 27. @ShaneGibson #GetSociable!
  28. 28. @ShaneGibson #GetSociable!
  29. 29. @ShaneGibson #GetSociable!
  30. 30. @ShaneGibson #GetSociable!
  31. 31. @ShaneGibson #GetSociable! • Sharing Tools • Industry Blogs • Geographic and Vertical Specific News • Experts list on Twitter • Linkedin.com/ Pulse
  32. 32. @ShaneGibson #GetSociable!
  33. 33. @ShaneGibson #GetSociable!
  34. 34. @ShaneGibson #GetSociable!
  35. 35. @ShaneGibson #GetSociable!
  36. 36. @ShaneGibson #GetSociable!
  37. 37. @ShaneGibson #GetSociable! 1. Identify Your Your “A” Category Prospects and Customers 2. Pick the Right Platforms 3. Apply social to the whole sales cycle 4. Implement Listening and Engagement Strategy 5. Create focused content/conversations 6. Use a social crm like Nimble 7. Follow-up follow-up follow-up
  38. 38. @ShaneGibson #GetSociable! iTunes Social Media Podcast http://closingbigger.net http://twitter.com/ShaneGibson http://ca.linkedin.com/in/shanegibson/

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