#21 Making Social Work as a Sales Tool

Driving B2B Sales Revenue

English - September 14, 2020 05:00 - 34 minutes - 23.8 MB
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Previous Episode: #20 The Good Things That Come From Sales & Marketing Alignment

Next Episode: #22 Bringing the Discipline of Ops Into Sales

ABOUT THE GUEST - IAN MOYSE, EMEA SALES DIRECTOR AT NATTERBOX

Ian Moyse is EMEA Sales Director for Natterbox. He has sat on the boards of a number of industry bodies; FAST (Federation Against Software Theft), CIF (Cloud Industry Forum) and Eurocloud.

He was awarded the accolade of BESMA UK Sales Director of the year and in 2019 was listed in the top 50 Sales Keynote speakers by Top Sales World .

Ian was rated #1 Cloud influencer Onalytica and has been recognized as a leading cloud Blogger, listed in the EMEA top 50 influencers in Data Centres, Cloud & Data 2017 and Top 50 Cloud Computing Blogs 2020.

Find Ian on LinkedIn here:
https://www.linkedin.com/in/ianmoyse/ or here ianmoyse.co.uk

Or at his personal website here:
https://about.me/imoyse

Or on Twitter here:
ianmoyse.cloud

ABOUT THE EPISODE

“Social Selling” is an expression that means different things to different people, and some have pretty strong feelings about it one way or the other, whatever it is they think it is. Ian Moyse has a very specific way of thinking about and more importantly using social media as a strategic tool in his sales toolbox. In this episode, Ian shares a lot of great practices that he has used himself, with his team, and with his clients to leverage the sometimes overwhelming amount of information we have available to us into solid techniques, tactics, and processes for getting into a conversation with prospects for whatever it is that you sell.

0:45 - What is the best piece of sales advice that Ian has ever received?

4:16 - What’s the worst advice that Ian has ever received?

7:08 - How does Ian define social selling - and what’s the right way to leverage it in sales?

17:46 - How social selling is about finding the right reason to reach out and start a conversation with a prospect that could lead to a sale

21:15 - How can someone leverage social media to get into a real conversation, which is a much better medium for selling than a message exchange

22:20 - Ian offers some examples of social selling in the real world

30:20 - How Ian uses these social methodology principles with his sales team

33:05 - How to reach Ian and find him on social