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  • Nov 15 / 2005
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Managing Complex Selling Relationships Blog

Mastering Complex Business Relationships (It’s about buy-in! not making a “sale”) Blog Entry

– By Shane Gibson – shane@closingbigger.com

Complex and long sales cycle selling is drastically different than regular sales processes. To succeed in the six and seven figure selling arena sales people must transform themselves into key account, relationship managers. What also must follow is not just an attitude but a plan and process to strategically develop and close business. It ’s really about getting “buy-in,” not selling in the traditional sense.

In order to land these big complex sales clients, we must first understand the structure of their organization, who the key players and opposers are, and also how they make decisions. More than just identifying the Ruler or decision maker we must also look at other contributors and team members who often don ’t have the power to buy but do have the ability to de-rail the deal. Identifying these contributors, their value sets, and creating a plan to get them on-side or dissolve their opposition will increase our chances of landing the deal. Ignoring or denying that these influencers exist, can often result in our financial peril.

Some questions we can ask are:

What stage of business growth is my client in? How will this affect the decision making process and power base?

Is this organization Progressive? Liberal? Or Conservative ? How will this affect the way I present my product or service?

At what stage of relationship development am I at with each key influencer, and how am I going to make this even better?

What state is the local economy and industry and how does this affect their buying motivators?

Has my presentation and proposals been effectively adapted to address these questions?

To master this process we need to keep track of each person in this network of contributors and decision makers. This sales process is often long and complex, key account sales people who are highly aware of their clients business activities, key players, and even slight changes in corporate policy, are often the ones who get the deal. A large corporation of 50,000 people such as a bank is literally like a city in it’s political complexity, to succeed, a solid plan and relationship strategy is paramount. Master complex business relationships is about getting the buy-in not a traditional “sale.”

Click here to read about our Managing Complex Business Relationships Program.

–by Shane Gibson shane@closingbigger.com

This sales blog entry has been reposted from original article at kbitraining.com

  • Nov 14 / 2005
  • Comments Off on Harry is Right – Sales Blog
Marketing and PR

Harry is Right – Sales Blog

I read an article by Harry Beckwith in one of his recent newsletters that I am subscribed to. Harry is the author of Selling the Invisible. I liked his approach (actually some of the best writing on sales I have seen in the past 5 years).

One thing he talked about was the fact that word of mouth alone is not enough. Your network just doesn’t go that far today. If you have great branding and great PR then there is no such thing for you as a cold call.

If you got a call from DEL Computers or Virgin Atlantic on the phone today would it really be a cold call? Their brands already have a built in trust factor and familiarity for you.

I share this story because I got a call from the Vancouver Cigar Company today. One of their patrons thumbed through my book and asked them to get me in touch with him. I called him this morning and found that he wanted a copy of Closing Bigger.

When I asked him what he did he said “Search Engine Optimization.” Normally I would say great and then categorize him along with the other 100 people I know who do that… but I didn’t. His company name thinkprofits.com sounded credible, familiar I had heard of them.

Initially I couldn’t put my finger on it, but then it hit me, Thinkprofits.com ran an ad in Business Edge Magazine, a full page advertorial actually. I don’t recall much about the article but I do remember the logo and the great picture of their team centered in the page. I also recall reading some great client endorsements.

As sales people we often overlook the value of good branding and PR. If you’re a one person show or tend to look at the world from a person to person perspective start thinking about opportunities to sponsor, advertise and promote your organization in the media and community. Even managing a blog can help you communicate to a broader audience and build your brand locally and globally online. That exposure can make those cold calls warm and open the door for your next big deal.

  • Nov 14 / 2005
  • Comments Off on Shane Gibson’s Sales Blogs Have Found a New Home
Sales Blog

Shane Gibson’s Sales Blogs Have Found a New Home

I have been maintaining a blog at salesacademy.ca for four years now. With the launch of my new book [ Closing Bigger the Field Guide to Closing Bigger Deals . written with my coauthor Trevor Greene] I wanted to amalgamate my blogs in one place.

Over the next few weeks and months Trevor and I will be sharing our insights, lessons learned and recounts of our travels as we promote the book and message on reaching rainmaker status as a deal closer.

For the next 9 months or so the blog entries will be mostly done by me [Shane Gibson] while Trevor Greene is preparing for a deployment to Afghanistan.

Our official book launch was on the 25th of October 2005 with the support of over 100 members of the Vancouver Board of Trade.

In addition to written sales and sales management blogs we will be doing sales podcasts on a weekly basis including interviews with big deal closers from multiple industries on five continents. You can download an excerpt from the book Closing Bigger the Field Guide to Closing Bigger Deals here.

Contact Shane Gibson Today! Contact us!