Meet Ian Moyse
Ian has been a sales leader for over 25 years and focused on the cloud computing industry for the past 13 years. Now serving as EMEA sales director for cloud telephony vender Natterbox. He sits as a non exempt on a number of industry bodies and firms and is a social influencer for a growing number of global brands such as Oracle, SAP and Sage. He's a recognized keynote speaker and blogger on cloud, social selling, and personal branding.
As a sales leader, what's the landscape of sales looking like right now? How is it changing?
So I think it's already changed and it will continue to change. And I think the reason for that is we've all changed ourselves. We now live in a world that's different. And it's different because of mobile smart devices, the internet, the World Wide Web, rather than the internet, the true definition social media. Our behavior as a buyer has inherently changed. So from a sales perspective, the game's changed. And it's changed years ago. And it continues to change both because of the environment we live in. Because of millennials and Zeds having grown up in that environment.
You're an advocate of social selling, what is it and how do you use it as a sales leader?
I think the name itself is a misnomer because when I speak to a lot of people they get well, that wouldn't fit our product or service. We couldn't sell that over the internet. You couldn't sell it over social certainly. Social selling isn't about selling over social. Social selling should be called something like how to use social media to get a first engagement conversation open that you turn into a real world conversation, then move on to use all your normal selling skills. But how do you package that? Social selling is about finding a way to engage authentically, with a potential customer or buyer that turns that into a real world conversation. It is not a quick fix. It's a sales nurturing methodology to try and get engagement.
What can you share with our listeners about what exactly personal branding is and why is it important?
Personal brand isn't some illustrious thing about you need to be a celebrity. It isn't something your company is responsible for in terms of branding of a Pepsi Cola or some big logo out there. It's pretty simplistic. It's about how you represent yourself. How are you viewed online? If someone searches your name, what will they find? And what will the impression give? Today's world, often the first impression is digital. Because if you're going to meet someone, it takes them five seconds to put your name in LinkedIn and just have a look. To put your name in and see what comes up in Google. And to take an impression of what they see. And you need to be cognizant of that. So think about your social profile your brand is how you look online. You have control of that to the majority. And it's not complex, isn't it? You can do it for free most times.
Can you share with our listeners, your most successful or favorite networking story that you have?
The traditional one is going along to an event and there's loads of strangers there. And I don't feel comfortable just walking up to introduce myself. What I always go back to is where I went to an event. And I sat down to listen to a speaker and I sat next to someone so I just started chatting to them. Which bit are you interested in today? Where were you from? And did basic fundamental question because I sat randomly next to this person. And it turned out they were the European CIO of a major brand organization. And we chatted, and I wasn't trying to sell to him. The conversation naturally just accidentally ended up in the right place. To the point that we said, well, we should talk after this. That progressed into meetings that progressed into me selling them across the whole of Europe and then traveling out to the states to meet the global CIO, etc.
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