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

Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Monthly Archives / April 2006

  • Apr 26 / 2006
  • 2
* Sales Podcast, iPhone Podcasts, Sales Blog

Sales Podcast – Sales Blog Entry – The 12 Steps to Making the World Your Networking Function

In sales networking is the much coveted strategy to generate leads and help us close deals while reducing the amount of cold calling or hard selling we do. With that said, many people misunderstand what real networking is all about. Today’s sales podcast is about the 12 Steps to Making the World Your Networking Function:

1. Be referable don’t gather contacts or push for referrals
2. Be interested not interesting
3. You can’t have 200 best friends – prioritize
4. Add value with your network
5. Bank your equity (with the right people)
6. It’s a small town
7. Map and seek out the players
8. The more you give the more you get
9. Do your due diligence before you refer
10. Keep Promises, Follow-through
11. Be seen
12. Step it up every year

You can subcribe to this sales podcast series by using one of the many options on right hand navigation bar or you can download the MP3 file here:

Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.

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  • Apr 17 / 2006
  • Comments Off on Sales Blog Entry – Evaluating Sales Training Companies (From Training Magazine)
Sales Blog

Sales Blog Entry – Evaluating Sales Training Companies (From Training Magazine)

I read this article recently on evaluating sales training companies. It’s pretty straight forward but the bottom line is too many organizations focus on “price” and “adult learning” versus results and track record. If I was to developing a sales training RFP to screen potential vendors I would focus more on the ROI per training dollar and the longevity of the implementation and process. I like where Dave Stein has started here, in a future blog entry I’ll talk more about this process of developing a training RFP when selection sales training companies.

Why Doing It Wrong Will Cost You Millions (Training Magazine)
By Dave Stein

So you’ve decided to procure sales training for your organization. You’ve winnowed the possibilities down to a short list. What’s next? How do you decide which vendor is right for your organization? One of the many responsibilities that sales managers have is evaluating and selecting a sales effectiveness solutions provider (ESP), or a sales training company.

For many managers this is a daunting task. Most ESPs that have been in business for a while have more successful engagements than failures; therefore selecting the right ESP is a process of differentiating them on their characteristics and programs, then matching their capabilities with your needs. Read the rest of the article at trainingmag.com

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