--- title: "Phil Gerbyshak on Selling Techniques for Social Media and Beyond – Episode #76 | The Sales Blog" description: There is no end to the books and blog posts you can find hawking selling techniques. And that’s a good thing. But many of the authors who post that content haven’t done the work needed to become an expert at the new landscape that sales professionals are presented with in the digital age. Social sales […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/ITA-phil-gerbyshak.jpg --- ### [Now booking SKO meetings for 2026/27! 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And that’s a good thing. But many of the authors who post that content haven’t done the work needed to become an expert at the new landscape that sales professionals are presented with in the digital age. Social sales and the RIGHT way to approach it is one of the most important things any salesperson can learn, and on this episode of the podcast Phil Gerbyshak and Anthony Iannarino take on that topic and much more. You’ll come away from this recording with tons of actionable content, so be sure you listen.   [Phil Gerbyshak on Selling Techniques for Social Media and Beyond - Episode #76Click To Tweet**](https://twitter.com/share?text=Phil+Gerbyshak+on+%23SellingTechniques+for+Social+Media+and+Beyond+-+Episode+%2376&via=iannarino&url=https://thesalesblog.com/2016/09/30/phil-gerbyshak-selling-techniques-social-media-beyond-episode-76/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## The selling techniques of today’s salesperson needs to have a marketing approach. Too frequently, salespeople think in categorical terms about their role. “I’m not a marketer, I’m a salesperson.” The distinction can be important in certain contexts but in the rapidly changing internet world we are doing sales in, it’s becoming less and less important. If you’re going to be successful at sales some of your techniques have to be from the marketing toolbox. Phil Gerbyshak makes the case for why salespeople are marketers in the digital age we live in, and why it’s important for them to become skilled at that part of the equation, on this episode. ## The social tech out there has changed how effective sales is done these days. Your sales conversations are not what they used to be. Have you noticed? You used to vomit out a powerpoint presentation or slide deck, tell everything you did, and your prospects only had that to go on. But it’s not that way anymore. Now prospects can research your company, research you, and know just about everything you have to offer in a relatively short period of time. So the techniques you use to approach them, make the connection, start the sales conversation, and get to the sale have all changed as a result. Do you know how to navigate those new waters effectively? Phil and Anthony can tell you how so be sure you listen to this episode.   [The social tech out there has changed how effective sales is done these daysClick To Tweet**](https://twitter.com/share?text=The+social+tech+out+there+has+changed+how+effective+%23sales+is+done+these+days.&via=iannarino&url=https://thesalesblog.com/2016/09/30/phil-gerbyshak-selling-techniques-social-media-beyond-episode-76/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## How to make a real connection instead of just transacting. The “social” part of social selling has more to do with building authentic relationships than it does selling anything. The “know, like, and trust” aspects of the sales cycle are more important than ever. That means you’ve got to make a real connection with prospects instead of just shooting for a transactional approach. It takes more time, sure – but the benefits far outweigh the time spent by producing long lasting, loyal clients who trust you. If you don’t know how to make those kinds of connections with prospects and clients, you’ve got to hear this episode of In The Arena. ## Why you still need to make in person connections and how to take them online. When Anthony Iannarino and Phil Gerbyshak were talking about how to make connections in the social media age we live in, Anthony immediately took the conversation to the importance of making connections offline. He believes that the first touch with a person is much more powerful if it’s done in a personal way – face to face if possible. Those types of connections stick in the mind more powerfully and enable a more authentic and trusting interaction on social media than anything else. That’s a sales technique few salespeople are applying these days because they believe that social media is all they need. Find out how to tweak your process to be more personal and more effective, on this episode.   [Why you still need to make in-person connections and how to take them onlineClick To Tweet**](https://twitter.com/share?text=Why+you+still+need+to+make+in-person+%23connections+and+how+to+take+them+online&via=iannarino&url=https://thesalesblog.com/2016/09/30/phil-gerbyshak-selling-techniques-social-media-beyond-episode-76/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Outline of this great episode - Anthony’s introduction to Phil Gerbyshak. - The unique approach to this episode: a dual interview. - Phil’s experience with NSA and what he’s teaching recently. - Why keynote speakers can be “transactional” in their approach these days. - Helping salespeople use their social toolkit in the new digital age. - What people should be doing to expand their network (besides LinkedIn). - How technology enables us to stay connected in more relationships. - How Anthony’s book came to be and the journey toward publication. - How Anthony went from Rock N Roll to sales. - Why sales is one of the most noble professions. - The default mindset people (including salespeople) have to overcome. - How Anthony is able to write a blog post every day. - What Anthony does to build relationships online and offline. - Why closing is not asking for the sale. - Book recommendations from both guys. - Actions you can take to improve yourself as a sales professional. - How you can get your hands on Anthony’s new book. ## Our Sponsors: > Heroic Public Speaking – Michael Port’s incredible public speaking program > > [The Only Sales Guide You’ll Ever Need](https://resources.thesalesblog.com/the-only-sales-guide-youll-ever-need) ## Resources & Links mentioned in this episode - [www.PhilGerbyshak.com](http://www.PhilGerbyshak.com) - [Dunbar’s Number](https://en.wikipedia.org/wiki/Dunbar's_number) - [Ulysses](https://www.ulyssesapp.com/) App - [Scrivener](https://www.literatureandlatte.com/scrivener.php) 1419584359 1570627444 0814437761 B000AP7XAA 1890344117 1591848164 > The theme song “[Into the Arena](https://soundcloud.com/ohhushmusic/sets/songs-ive-written-produced)” is written and produced by Chris Sernel. You can find it on Soundcloud ## Connect with Anthony Website: [www.TheSalesBlog.com](http://thesalesblog.com) Youtube: [www.Youtube.com/Iannarino](http://www.youtube.com/Iannarino) Facebook: [https://www.facebook.com/iannarino](https://www.facebook.com/iannarino) Twitter: [https://twitter.com/iannarino](https://twitter.com/iannarino) Google Plus: [https://plus.google.com/+SAnthonyIannarino](https://plus.google.com/+SAnthonyIannarino) LinkedIn: [https://www.linkedin.com/in/iannarino](https://www.linkedin.com/in/iannarino) ## Tweets you can use to share this episode   [The selling techniques of today’s salesperson needs to have a marketing approachClick To Tweet**](https://twitter.com/share?text=The+selling+techniques+of+today%E2%80%99s+%23salesperson+needs+to+have+a+marketing+approach&via=iannarino&url=https://thesalesblog.com/2016/09/30/phil-gerbyshak-selling-techniques-social-media-beyond-episode-76/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare)   [How to make a real connection instead of just transacting, on this episodeClick To Tweet**](https://twitter.com/share?text=How+to+make+a+real+%23connection+instead+of+just+transacting%2C+on+this+episode&via=iannarino&url=https://thesalesblog.com/2016/09/30/phil-gerbyshak-selling-techniques-social-media-beyond-episode-76/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) [![Podcast editing and show notes - www.PodcastFastTrack.com](https://www.thesalesblog.com/hs-fs/hubfs/Imported_Blog_Media/Client-editing-show-notes-image-Jun-11-2021-12-57-02-54-PM.jpg?width=537&height=223&name=Client-editing-show-notes-image-Jun-11-2021-12-57-02-54-PM.jpg)](http://www.PodcastFastTrack.com) ###### Tags: [The Anthony Iannarino Show](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 30, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-05T5:23:38 AM", "datePublished" : "2016-09-30 09:00:31", "description" : "There is no end to the books and blog posts you can find hawking selling techniques. And that’s a good thing. 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