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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 / June 2009

  • Jun 10 / 2009
  • Comments Off on Doing it alone Sucks. Day 23 of the 28 Days to Better Selling
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Doing it alone Sucks. Day 23 of the 28 Days to Better Selling

Here we are 23 Days in. We are almost there. I’ve done programs with bloggers and marketers very similar to this. The difference is they collaborate, maybe it’s geek DNA that make us want to share.

Reading through the list of participants and checking out through Twitter, Linkedin and FaceBook who is following along, I can calculate 300 people who are following this program. 240 of you are keeping your thoughts to yourself.  I’m also assuming you’re keeping your sales challenges to yourself too.

I personally am referred to by other people as a Sales Guru, Social Media expert etc. I find those labels embarrassing, and sometimes I find it equally challenging to admit that in some circumstance in business that I’m like a duck out of water. Clueless basically.

Why I share this? I still succeed in spite of my limitations, but only because I network with great people and am willing to admit that I need mentoring, support and business.  Mentorship and great guidance is the key here.

There’s several hundred people who are into improving sales and marketing efforts, and our combined wisdom is astonishing but we also need to not be proud and ask for help. Today’s exercise is simple, reach out to me and other connections and tell us you need help. I’m waiting to hear what you need help with.

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  • Jun 09 / 2009
  • Comments Off on Team Players Make Efficient Sellers Day 22 of the 28 days of Better Selling
* Sales Podcast, 28 days to better selling

Team Players Make Efficient Sellers Day 22 of the 28 days of Better Selling

Too often salespeople even when surrounded by a large corporation do things all on their own.  They have been selected because of their personal drive and focus, but this can also be a downfall.

This podcast is focused on the importance of connecting with and collaborating with internal and external stakeholders. Who knows, maybe the marketing team wants to know who your ideal client is!

  • Jun 09 / 2009
  • Comments Off on Just Thinking About You Day 21 to the 28 Days of Better Selling
* Sales Podcast, 28 days to better selling

Just Thinking About You Day 21 to the 28 Days of Better Selling

Today’s assignment is pretty straight forward. Mindshare = Walletshare. With that said mindshare is gained through adding value in multiple contexts with clients. Your assingment today is to add value by letting five of your key accounts know you are thinking about them and care about their success.

  • Jun 07 / 2009
  • 3
* Sales Podcast, 28 days to better selling

Team Selling Day 20 of the 28 Days to Better Selling

Team selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and coordinate a whole team.

Today’s assignment after you listen to the podcast is as follows:
1)    Develop your own Edification sheet or elevator pitch for your team mates
2)    Get each of them to do that as well for you and then memorize each others “Edification Sheet”
3)    Develop a checklist for prepping for meetings that ensures that you:

a.    Know the key strengths and purpose of those people on your team
b.    Determine the meeting lead
c.    Warm everyone up for the call
d.    Debrief after the meeting  with the key questions:

– What went well?
– What didn’t go well?
– What could we do better?

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  • Jun 06 / 2009
  • 4
* Sales Podcast, 28 days to better selling

Preparing for a sales call Day 19 of the 28 Days to Better Selling

We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us.  But are we prepared? This is a two part podcast on getting ready for meetings.  Today we will focus on individual sales calls and tomorrow we will talk about how to plan out team selling scenarios.

After you listen to today’s podcast here is your assignment:

#1) Brainstorm all of the possible objections you could get in your typical sales call and either pre-empt them or memorize your answers

#2) Be prepared for the worst case scenario, map out what those could be and how you will handle them.

#3) Be prepared for the best case scenario, what will you need to close the deal or negotiate with a key prospect on the spot?

#4) Map out key research sources you can review and confirm before heading to the meeting

#5) Build a checklist for this process and go through before each meeting well in advance

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