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

Today’s podcast is an interview with Cameron Herold on his brand new book “Double Double – How to Double Your Revenue and Profit in 3 Years or Less.” I read this book twice I found it so valuable and so I reached out to Cameron and asked him to come on the show.

If you’re a business leader, entrepreneur or business builder you need to read this book. It’s packed with usable real-world advice and success strategies.

Psychology in marketing is still a rather untapped landscape. Since I stepped into the ring and became a guerrilla author in writing Guerrilla Social Media Marketing with Jay Conrad Levinson I have come across all kinds of misunderstanding, misuse and abuse of the term guerrilla marketing. Today’s podcast was inspired by what I can describe as a well meaning (or possibly not) but off-base commenter on the Creative Guerrilla Marketing blog.

I decided instead of just replying in the comments section that I would take the time to respond in the form of a podcast. Why? It’s so vital to understand the role of psychology and community in Guerrilla Marketing.

I also think it’s important to establish that Guerrilla Marketing is well defined, and it’s body of wisdom and definition that is widely accepted and used by over 20 million readers of the Guerrilla Marketing Series of books. Some people will take pieces of the body of wisdom and use them to suit their outlook on marketing but the whole is greater than the sum of the parts. In addition to this just because you slap the term guerrilla on a book, blog post or marketing campaign it doesn’t make it guerrilla.

Here are the facts:

* The term “guerrilla marketing” was coined by Jay Conrad Levinson and popularized by his best selling book that was released in 1983. Guerrilla Marketing uses unconventional means to achieve conventional goals,  it relies on time, energy and imagination rather than a big marketing budget. (We added community on-top of time, energy and imagination for Guerrilla Social Media Marketing because of the vital role it plays in social media marketing).

* Since then over 20,000,000 (that’s twenty million) books have been sold and read in Jay Levinson’s Guerrilla Marketing series of books making it the #1 best selling series of marketing books in history. Jay’s definition is the original and most widely accepted definition and grows by 1million readers and fans per year.

* Guerrilla’s apply and use the 19 Guerrilla Marketing Secrets (Principles).

Instead of paraphrasing why true guerrillas must understand and depend on psychology, I have posted in Jay’s own (timeless) words the importance:

Guerrilla marketing does not rely on guesswork because wrong guesses are so darned expensive. Instead, it relies upon psychology as much as possible. Psychology used to be a body of theories. Today, many of those theories have been debunked while others have been transformed into laws, actual laws of human behavior. Guerrillas lean on these laws because they want certainty to be a hallmark of their marketing.

There are 15 things that all guerrillas know about psychology as marketing is slowly transforming from guesswork into science:

* Purchase decisisons are made in the unconscious mind. People may say the words consciously, but they process the data in their unconscious.

* We now know how to access the unconscious mind. The way to do it is with repetition. Put these two thoughts together — purchase decisions are made in the unconscious, and you can access the unconscious with repetition, and you begin to understand the entire process of marketing.

Today’s podcast is an interview with Patrick Schwerdtfeger author of the new book “Marketing Shortcuts for the Self-Employed” (2011, Wiley) and a regular speaker for Bloomberg TV.

We talked about how you can take one blog post and repurpose it in at least seven different ways.  Patrick shared with us a few simple tips, that can build a MASSIVE online identity while working less than most of our competitors competitors.

We also covered some important social media how-to’s:

1. Five places to get great content ideas.

2. Seven ways to repurpose your content online.

3. The reality behind blogs, content and getting found online.

4. The three-part “winning formula” for social media success.

For more information on Patrick’s book and a free gift visit http://www.80shortcuts.com/gifts

Today’s podcast is a little different than most. It outlines the upcoming Social Media Week in Vancouver that my team and I at Socialized! are putting together (with some massive help from our community, sponsors and our advisory board). I will posting a full text outline of this as well on the Social Media Week Vancouver blog shortly. In the meantime, have a listen and if you’re anywhere near Vancouver we would really like to have you attend, sponsor or even speak.

Today’s podcast is on defining and measuring your social media influence. Dave MacDonald who is an integral part of our team at Socialized! works on our social media assessment process with our clients. Recently he suggested we add a component to our assessment that measures how well the client we are working with is engaging and connecting with influencers in social media.

The question of course is what makes someone influential? Should we look at the Klout score of the people they interact with? Possibly the number of important bloggers that write about them? Or is it simply how viral or broad their message gets shared? As a guerrilla social media marketer I measure success in profit and net-action or results. For this podcast I want to focus on a section right out of our Social Media Rules of Engagement training module. Here is the basis for what we consider influential:

John C. Maxwell said it best when he said “Leadership is Influence.”

He didn’t say leadership is a good idea, a vision or a title. He said influence. Influence can be defined for our purposes as causing someone to take action (internally as and personal growth or externally as in doing something). So we can imply the following:

Influence = Action

Following are some examples of action:

* Message gets passed on

* Get linked to

* Changing or molding views

* Registering and attending events

* Solving problems

* Getting feedback

* Listening and creating brand and relationships

* Generating dialogue

* Getting press

* Capturing an e-mail address or contact info

There are many more. The important factor here is to go beyond the Klout score mentality and realize that people are not an algorithm. I check my Klout on a regular basis, but it’s value of the actions we create determine if we are truly influential. So to summarize this:

Leadership = Influence = High Value Action

Today’s podcast is on social media listening, monitoring and strategy. I have also done a quick infographic / flowchart on the process and key points from the social media monitoring podcast. Have a listen and let me know what you think.

This podcast was one I was apprehensive to post. I’m not angel — but I thought I would share this perspective — possibly as a social media penance. Here’s a quick list.

The Seven Sins of Social Media Citizens

* Entertaining Rumor

* Forgetting Where You Started

* Joining Community Solely for Personal Growth

* Disengaged Once We Are Launched

* Repurposing Without Credit

* Using Your Voice to Bully Other Opinions

* Building Blockades Offline (Being a two-faced Tweeter)

I have broke most of these rules (it was a learning process) and they were hard lessons. Hopefully this podcast will help you shorten your learning curve. Did I miss anything?

No this is not a post ranting about social media experts and who does or doesn’t qualify to teach and implement strategy. Today’s podcast was inspired by a sketch I did recently, attempting to map out the origins of the now burgeoning social media consulting industry. We all come from different places and have different strengths. Check out the cryptic drawing below and listen to this podcast. What are your thoughts? Did I miss anything? (Click on image to see larger one on Flickr)

My friend and associate Kemp Edmonds who heads up Hootsuite University asked me an interesting question at a barbeque last weekend. He asked me what I thought about the crowdsourced policing that had occurred during the Vancouver Canucks Riot last week. I personally see it as a fact of life. Anything you do can end up on the internet and then on CBC or CNN or BBC — in seconds. The question of “should we be monitoring” each other is a tough one. The same people who think that citizens shouldn’t be monitoring each other are the same people who cry foul when a police officer objects to being recorded by a passerby’s cell phone camera during an arrest. Corporate accountability, the move toward open government, and citizen journalism (Even Yelp) has put us all under a microscope. Have a listen to today’s podcast and let me know your thoughts on the issue. Here’s the gist of my opinion:

If you don’t want it on the internet – DON’T DO IT – and if you do it and it ends up on the internet it’s not the crowd’s fault or the the social media communities fault — the responsibility is yours. This goes for executives, public figures and teenagers at a riot. We are humble today or we will be humbled tomorrow.

What are your thoughts?

This podcast was created for you. I just wanted you to know that you have permission to launch. Get started, paint that picture, write that book, apply for that promotion. Have a listen to this podcast and start implementing those great ideas.