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Selling in Hyper-Connected World


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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,, 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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Selling in Hyper-Connected World

  1. 1. With Shane Gibson @ShaneGibson
  2. 2. 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)
  3. 3. • 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
  4. 4. • Number of retail outlets • Their geographical location • Familiarity with our brand • Organizational mission or values
  5. 5. • By industry • Geography • Stage of Career • Stage of Life • Need for for your product • Financial situation or access to finance
  6. 6. • Referral or influence power • High value buyer • History of on-going investment or purchases in your industry • Educational background • Number of children
  7. 7. • Time commitments or availability • Decision making style • External Influences • Career Aspirations • Lifestyle aspirations
  8. 8. “Creating an environment where an act of faith can take place.”
  9. 9. Saying you don’t believe in social media is like saying you don’t believe in the internet
  10. 10. #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
  11. 11. • Sharing Tools • Industry Blogs • Geographic and Vertical Specific News • Experts list • Zite •
  12. 12. 1. Align with Business Goals 2. Build your Most Wanted List (ABC’s) 3. Pick the Right Platforms 4. Build a frequency goals sheet/calendar 5. Implement Listening and Engagement Strategy 6. Create focused content/conversations 7. Scale through community and relationships 8. Use the internet to get off of the internet
  13. 13. @ShaneGibson @AnthonyCaridi @mitchyballen