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Shane Gibson's Podcast – Social Selling – B2B Sales and Influence

Shane Gibson

Released: 2022-12-15

Free 0%

112 Episodes

Audio

Free 0%

112 Episodes

Audio

Released: 2022-12-15

Most Recent Episode

9 B2B Sales Kick-Off Strategies for 2023 and Beyond – Podcast

Today’s sales podcast is focused on helping B2B Sales organizations prepare to succeed in 2023 and beyond. As a keynote speaker at sales kick-off events I get to look into the mindset and outlook of many sales organizations as they plan for 2023.

Time: 28:56

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Sales success in 2023 is not going to look like 2021 or 2019. It’s going to be harder, and even if it isn’t your competitors think it is. We need to take massive action, event if it’s just to build a new discipline. Tough and competitive times are when great salespeople and great sales cultures are built.

Following is my outline covering the key points in this B2B Sales Podcast:

9 B2B Sales Kick-Off Strategies:

1) Revisit your ICP (Ideal Client Profile)

* Your market has changed

* Your existing client needs have changed

2) Drill down on your ICP needs, risks, missed opportunities, and align them with your solutions.

3) Improve your lead nurturing game

* More contact

* More variety

* Better context

* Better timing

* More relationship

* More discrimination

4) Expand while your competitors and contracting.

* Your competitors are hunkering down and hatching, take advantage of this.

* Get out and make some noise

* Look for who has laid of salespeople – unhappy customers and abandoned leads

This includes knowing why people leave suppliers and scan the market for:

* Change in executives

* Supply change problems

* Change in salesperson

* Lack of innovation or broad solutions

* Do your price, quality, function grid

5) Go broad on lead awareness and monitoring and invest in tools like Sales Navigator to look for signals

* Hiring

* Financing

* Mergers

* Product launches

* News

6) Build your own in-bound marketer, brand, resource, hub, & community member

* Curate and Create content

* Engage in conversations

* Be a fan

* Get out in the community

Tell stories using video, most industries don’t have a well known salesperson that is building a brand using short-form video such as TikTok’s, Reels, and Shorts. These videos also get a lot of engagement on LinkedIn. Short-form video can include:

Advice

Events

Personal stories

7) Commit to daily outbound omnichannel disciplines at all stages of pipeline:

* Leads / Suspects

* Prospects

* Discovery

* Proposal follow-ups

* Contracts

* Customer engagement

8) Build your business acumen – clients are more sophisticated, opportunities are larger, and you need to differentiate:

Episode ID: 1000590209536

GUID: https://closingbigger.net/?p=4147

Release Date: 15/12/2022, 02:40:04

Description

How to profit and prosper with digital marketing, social selling and time tested winning sales strategies. Podcasting since 2005, author and professional speaker Shane Gibson established this sales, social selling and leadership podcast. Guests include Guy Kawasaki, Bruce Philp, and tech leaders such as Jon Ferrara.

Your host Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 200,000 people on stages in North America, Southern Africa, India, Malaysia, Dubai and South America. He is in high demand as a keynote speaker on the topics of social social selling and digital transformation. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Salespeople in the World. He is also co-author of Real Results in a Virtual Economy - How to Future-Proof Your Business, Guerrilla Social Media Marketing, Sociable!, and Closing Bigger.

Feed URL

https://closingbigger.net/feed/

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