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

Posts Categorized / Blogathon 2008

  • Jul 26 / 2008
  • Comments Off on Dr. Denis Cauvier Interview
Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog

Dr. Denis Cauvier Interview

Following is an excerpt from a larger article on Dr. Denis Cauvier.  I asked Denis to guest blog today and he sent me some great content on human resources and hiring sales people.  Following us an excerpt from his interview in Bratislava Leaders Magazine.  After Denis learned more about the blogathon he also pledged a considerable donation! (Thanks Dr. Denis Cauvier)

How has HR changed over the past 10 years?


HR has changed dramatically over the past decade. Some of the more significant changes are: demographics changes including the aging workforce and declining birth rates in most developed nations and at the same time exploding birth rates in most developing nations; the emergence of four distinctly different age groups working at the same time; the global nature of business with massive mergers and acquisitions as well as outsourcing of labour; plus technological advances affecting the need for skills and knowledge upgrading; the proliferation of internet recruiting, flexible HR policies, employment branding; plus an unprecedented talent and skills shortage that will continue in many countries for the next two decades.

What is the key to pre-screening and selecting the right people for a team?

The quick answer is to “pre-screen for competency and select for character”. What this means is that the entire pre-screening process should focus on answering the fundamental question, “does the person possess the necessary skills, knowledge and experience to do the job?” In other words, are they competent (able) to do the job? Once you are satisfied that the applicant possesses the requisite abilities then the selection process begins. It is here that you need to “select” the best candidate in terms of best fit with the company. To do this you must focus your energies on examining the person’s character which is made up of their attitude, and personality. The most insightful part of the selection process is the face-to-face interview.


What are some of the main reasons that some sales people are successful and others are not?


Contemporary wisdom suggests that the key to successful selling lies within the sales person’s skills, knowledge and selling techniques. Although I agree that these issues are all important, I believe that the single biggest contributor to selling success is the person’s attitude. Their attitude entails many elements, such as their attitudes: towards themselves in the role of professional selling, their attitude as it relates towards the selling process; their attitude towards the company they represent, the products and services they offer their attitudes toward their customers, and their team-mates. These attitudes will ultimately determine their level of selling success.

As a respected authority on customer retainment as well, how is it possible to turn a one-time buyer into a life-time customer?

People the world over complain to me that there is no customer loyalty and that a client will change suppliers to save even a tiny bit of money. I feel this is an over-simplification of the issue. Yes, people are always seeking bargains, but at the end of the day it’s value for money that will win out. I don’t believe that a company has to be the lowest priced provider; rather they need to fully understand the needs of their clients and then exceed the customer’s expectations. This is done by investing in client relationship building, having highly skilled and knowledgeable, sales, and customer service professionals, and constantly seeking ways to improve the life and or business of your clients. By adopting this “imbedded partnership mindset” you will become the supplier of choice for your key accounts.

In your best-selling book “the ABCs of Making Money”, what are some of the strategies that ordinary people can implement to create extraordinary wealth?


Actually, the answer to this question lies within the title of my book; it’s what I refer to as the “ABCs” approach and is doable by anyone who has the desire to succeed and is prepared to put the effort in. It all starts with adopting the right attitudes. By understanding the attitudes of successful, wealthy people, and then engaging in highly effective day to day behaviours (such as living within your means, investing your money at an early age, develop critical skills in the areas of selling, communicating, negotiating and priority management; and finally applying the principles of creating money by owning your business and developing numerous sources of passive income… the idea of earning money even while I sleep is very appealing to me
!

This is blogathon entry number 33 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Question From Fiona Douglas-Crampton Vancouver Board of Trade
* Sales Podcast, Blogathon 2008, iPhone Podcasts, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training

Question From Fiona Douglas-Crampton Vancouver Board of Trade

This blogathon entry has been sponsored by Fiona Douglas-Crampton (604-641-1207) with the Vancouver Board of Trade.  Before I get into Fiona’s question I must personally first let my readers know that the Vancouver Board of Trade has been the single best investment I have made in my business in the past 10 years.

The Board has helped me grow my personal network, increase my personal leadership capacity and even after several years as a  member I now see an endless flow of new business coming in from referrals and opportunities at the Board.

Fiona’s question is: “What qualities of a successful leader are also shared by successful sales people?”

Answer: Due to 18 hours of typing (my hands are a bit stiff) I will be answering this in audio or podcasting format! But here’s the coles notes version:

  1. Vision
  2. Influence
  3. Networking Skills
  4. Coaching and Mentoring Skills
  5. Teaching and Training Skills

This is blogathon entry number 31 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Sales Podcast – Running Effective Sales Meetings
* Sales Podcast, Blogathon 2008, iPhone Podcasts, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training

Sales Podcast – Running Effective Sales Meetings

This podcast entry has been sponsored (donation MSMF charity) by Kristine Heckman of lifemark.ca (Ontario).

This podcast is on how to run effective sales meetings.

This is blogathon entry number 30 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Question from Minto Roy of Careers Today Canada Radio
Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Uncategorized

Question from Minto Roy of Careers Today Canada Radio

Blog Entry Sponsored by Minto Roy (donation to MSMF foundation)  of Careers Today Canada .com.

Dear Shane,

What advice could you give to employers that are seeking to hire top sales performers in what is still an employees’ job market (especially when we refer to top sales producers)?

Dear Minto: There are several factors that we need to look at when recruiting top performing sales people.  The first step in my opinion is to:

Write up a complete description of the type of sales job it is, including the following:

  1. Amount of phone selling, cold calling, proposal writing, group presentations.
  2. Geographical area
  3. Amount of travel
  4. Amount of time away from home
  5. Level of independence
  6. Hours expected to work
  7. Work culture of the company
  8. Reporting and paper work expected
  9. Client entertainment factor
  10. Type of customers or potential customers
  11. Level of acceptance by the customer in reference to
    • the company
    • the products and service
    • the industry
  12. Level of selling
    • Product/service focused
    • Relationship marketing focused
    • Customer and solution focused.
  13. Size of average sale
  14. Length of the selling cycle and any other important factors you can think of.
  15. Trade show selling and seminar selling etc.

With the above job description in mind, carefully describe the characteristics, behaviors, values, skills, experience and abilities you require in this person.

Secondly realize that top producers are rarely ever unemployed.  Being in the recruiting business you know that top producers are constantly being courted for other job positions.  My suggestion is hire in advance, network where these producers work and play, and even offer finders fees to your own internal sales team if they find you a winner.

My last thought is winners like to win, and they like to win quick.  If you’re recruiting top performers you better have a sales opportunity and a process that enables them to hit home runs early.  Showing up to a disorganized sales environment with no sales process or culture is something that will quickly repel most top producers.

Thanks again Minto for your contribution to the MSMF Blogathon!

This is blogathon entry number 28 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 2
* Sales Podcast, Blogathon 2008, iPhone Podcasts, Leadership, Sales Training

Peak Performance Podcast Part 3

This is part 3 of the 3 part guest podcast with Fred Shadian on Peak Performance.  This podcast discusses how to overcome failure through the power of focus and the discipline of life long learning.  Thanks Fred for your donation to the MSMF foundation.

This is blogathon entry number 25 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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