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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 / July 2008

  • Jul 17 / 2008
  • 1
iPhone Podcasts, Marketing and PR, Sales Blog, Sales Training Video

Why do I blog and podcast?

I am a bit obsessed with my podcasting, sales blogging, facebook, linkedin and optimizing my Professional Sales Academy site.  Some clients and associates ask me why I invest so much time on the web.  I’m a sales guy by trade, but over the past 36 months I have been able to create a series of sites that now drive qualified clients and connections to me.  Sure I can cold call and get to hard to reach decision makers, but what if there was a way to get them to call you?

On Reachd TV, an online video channel on internet marketing I was interviewed on how the net has helped my business.  Here’s the video:

Direct url:http://www.youtube.com/watch?v=wKSqfbSxU6s

  • Jul 14 / 2008
  • Comments Off on Complex Sales Training Podcast Part 3
* Sales Podcast, iPhone Podcasts, Managing Complex Selling Relationships Blog, Sales Training

Complex Sales Training Podcast Part 3

Today’s sales podcast is Part 3 of 3 of the Complex Sales Training Podcast Series.  This series is based upon Knowledge Brokers International’s Managing Complex Business Relationships Program(PDF Link).  A three day intensive complex sales and business relationship development training program and system for key account and enterprise sales people.

Trust Building model for business relationships and the Complex SaleThe focus of the Complex Sales Training Podcast part 3 is on measuring and progressing our level of relationship development with our key accounts and understanding how that impacts our success in navigating large, complex and long sales cycle deals.

This program is now formatted and compatible for your iPhone!

  • Jul 11 / 2008
  • 4
iPhone Podcasts, Marketing and PR, Sales Blog, Sales Training Video

iPhone Sales Podcast

iPhone PodcastAs Canadians line up outside of Rogers and Fido Cellular stores tonight in anticipation of the launch of the 3G iPhone from Apple I began to wonder…”What’s the next thing with blogging and podcasting?”  (To be honest it’s not really the next thing, it’s already happening thanks to a couple guys I met at a recent WordCamp).

In my opinion, (Gates, Jobs, and every iPhone user are banking on this too) delivering mobile audio blogs, video and podcasts to mobile devices is a service that has moderate demand now but is going to be huge very soon.  With that said, I wanted to get on board sooner than later.  We (JP Valdes and I) have set up this blog and podcast site using Brave New Code’s WPTouch iPhone plugin.

So What does this mean?  For all of you that are mobile sales people, entrepreneurs, marketers and like to browser the net with your iPhone or iPod Touch this blog has been set-up to detect your iPhone browser and deliver the content in an iPhone (Safari) compatible format.  No zooming or side to side scrolling necessary.

I’m looking forward to your feedback on how this works for you. Here’s our iPhone Podcasts on Sales

Some interesting links on the iPhone:

Projected iPhone Sales Numbers for July 2008 at Fortune.com

How to receive podcasts on your iPhone

Apple’s official page on iTunes and the iPhone

Apple beats iPhone and overall revenue targets July 21 2008 (BBC)

  • Jul 09 / 2008
  • Comments Off on Complex Sales Training Podcast Part 2
* Sales Podcast, iPhone Podcasts, Managing Complex Selling Relationships Blog

Complex Sales Training Podcast Part 2

The Complex Sales Training Podcast series part 2 is focused on understanding the motivations and strategic situations and circumstances that affect how the Power Players or major stakeholders in your target companies make decisions (or won’t make decisions).

Complex sales is about 90% preparation and 10% perspiration. It’s not just about a pitch in the boardroom, complex sales people, or simply put people who are masters at closing bigger deals strategically map out their process and the battle field (so to speak).

Please have a listen to my podcast and post any comments or questions so I can address them in Part 3 of the Complex Sales Podcast Series.

Complex Sales Decision Making Levels

Complex Sales Training Podcast by Shane Gibson – Copyright 1999-2008 Knowledge Brokers International Ltd.

  • Jul 04 / 2008
  • 1
* Sales Podcast, iPhone Podcasts, Managing Complex Selling Relationships Blog, Sales Training

Complex Sales Training Podcast Part 1

Today’s podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships.

This complex sales podcast introduces you to the process by first defining what complex sales is and then moves into

part 1.  In Part 1 of the Complex Sales series we are introduced to the 6 major Power Players in a Complex Sale or complex business relationship: The Navigator, The Ruler, The User, The Protector, The Contributor and The Opposer.

Definition of Complex Sales (From Wikipedia):

Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers. Complex sales involve long sales cycles with multiple decision makers. Multiple stakeholders and stakeholder groups contribute to every complex sale.

Any product or service may become a complex sale. In some instances a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision…

…often the sales person is required to have a set of skills that are more in line with a subject matter expert or consultant than a traditional sales person. This type of sales person can often be referred to as a Key Account Executive or Complex Sales Executive. (Full Definition here.)

The next few podcasts will hopefully help you develop an understanding of what core skills and strategies will be required to navigate and close complex sales.

Contact Shane Gibson Today! Contact us!