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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

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  • Feb 06 / 2006
  • Comments Off on Sales Podcast – Summary of the Leaders of Tomorrow Seminar
* Sales Podcast, iPhone Podcasts

Sales Podcast – Summary of the Leaders of Tomorrow Seminar

This weekend I did a seminar for the Vancouver Board of Trade’s Leadership Forum for their Leaders of Tomorrow program. LOT is a mentorship program designed to build capacity in new graduates from Post Secondary Institutions like Sauder Business School and BCIT. Also for those who wanted to know about my weekend sales bootcamps this month and next month you can visit the Professional Sales Academy.

I was asked to address the topic of entrepreneurial leadership, particularly for young entrepreneurs. I focused on the following:

– Vision
– The five levels of leadership
– Influence and engagement
– Your personal entrepreneurial network

Upon the request of the attendees from the session I have provided a Podcast (MP3 Audio) summary of the seminar and the hand-outs in PDF format. The summary has more of a sales focus in the Podcast in an attempt to maintain relevancy for my regular visitors.

Following are the files:

entrepreneurial_leadership PDF Download

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail shane@kbitraining.com or call 604-351-2328.  For more information on in depth mentorship and personality style assessments visit http://www.kbitraining.com/mentorshipguide.html

  • Feb 01 / 2006
  • Comments Off on Sales Podcast – Mentoring and Sales Styles – Blog Entry
* Sales Podcast, iPhone Podcasts

Sales Podcast – Mentoring and Sales Styles – Blog Entry

Shifting your mentorship style as a sales manager will maximize your effectiveness in developing great salespeople and eventually big deal closers.  Each person has unique way of learning and getting motivated. As foundational step understanding the personality styles of the people you manage, lead, and mentor is imperative.

In today’s sales podcast Shane Gibson will address the four major personality styles and how we can more effectively mentor and lead them to the level of rain maker or big deal closer.

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail shane@kbitraining.com or call 604-351-2328.  For more information on in depth mentorship and personality style assessments visit http://www.kbitraining.com/mentorshipguide.html

  • Jan 31 / 2006
  • Comments Off on Sales Podcast – Closing Bigger Sales Blog Entry
* Sales Podcast, iPhone Podcasts

Sales Podcast – Closing Bigger Sales Blog Entry

Today’s sales podcast by Shane Gibson is focused on the importance of value added frequency in closing big or complex sales. You can download the file directly or subscribe to the podcast by choosing one of the many options on right hand navigation bar of this blog.

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.

  • Jan 27 / 2006
  • Comments Off on Sales Podcast of Tele-conference
* Sales Podcast, iPhone Podcasts

Sales Podcast of Tele-conference

Today I was invited to do a tele-conference for a group of network marketing leaders in the Innerlight corporation. I was asked to share how the concepts in Closing Bigger applied to their industry. Following is a 9 minute MP3 recording of what I had to say.

  • Jan 27 / 2006
  • Comments Off on Do You Get It? Closing Bigger Sales Blog Entry
Sales Management Blog

Do You Get It? Closing Bigger Sales Blog Entry

Sometimes the deal is already dead before we even realize it. At times it’s a function of price, technological fit, deployment time, track record etc. These are all measurable, quantifiable reasons for losing a big deal. Too often though when the deal has died it has nothing to do with a specific quantifiable issue.

I often work with clients, coaching and mentoring them through a large deal. At the end of the sales cycle; and I mean the “bitter end.” I sometimes get the question “What happened?”

“My price was right, we’re superior to the other guys in deployment and technology…why did he stop returning my calls? Why did they go with someone else?”

In several cases recently the answer to “why?” was the would be big deal closer didn’t get it. They got the features, advantages and benefits of their solution. They even identified client needs, pains and specific outcomes desired. What they didn’t get…which was the deal killer…was the person and what approach, type of communication, and behavior was appropriate with the prospect or prospects.

It boils down to “Emotional Intelligence” and presence. Sometimes it’s the little things and sometimes it’s one big mistake. It can be an off color joke, aggressive hand shaking that physically shocks the prospect, excessively loud talking, or crossing boundaries (often not even knowing they were there).

People can get the buying language and think they’re “in”. Their prospect Robert is positive, his head is nodding, he’s asking questions about payment terms. Then the sales person moves into his personal space, puts their hand on his shoulder and calls the prospect Bob. Sounds minor I know, but Bob may feel that the sales person is getting too personal and assuming that the relationship is somewhere it isn’t, he may even feel that he is being closed. Bob then pulls back physically, brings up some great objections to slow the sales person down and then taps on his watch… “Send me a revised quote”, he says…and that was the last of Bob.

Deals crumble when we’re unaware of personality styles, values, and cultural nuances. Be just as detailed with the relationship as you are with the mechanics and details of the deal. The relationship is the deal.

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail shane@kbitraining.com or call 604-331-4471

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