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

Posts Categorized / Blogathon 2009

  • Jul 25 / 2009
  • 17
Blogathon 2009, Leadership

The Seven Habits of Highly Defective Leaders

For my 7th charity Blogathon entry I’m taking a topic suggestion from Twitter. This podcast is about “The Seven Habits of Highly Defective Leaders.”

It came from, @ganga_narayanan. Here was his suggestion: @shanegibson how “about seven habits of highly defective leaders”? 🙂

So here it is:

Seven Habits of Highly Defective Leaders:

#1) They Enable not Equip
#2) They’re inconsistent
#3) They hire moons
#4) They delegate vision to the crowd
#5) They practice duplicity
#6) They favor the wrong people
#7) They stop being students

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

  • Jul 25 / 2009
  • 2
Blogathon 2009, Sales Blog, Sales Management Blog, Sales Training

Dave Kahle Guest Blog Entry – Sales Best Practices: Asking questions

Sales Best Practices: Asking questions as a means of facilitating every step in the sales process.

The single most powerful tool that a salesperson has is a well-phrased, appropriately asked question. Nothing else compares to the impact that a good question can have on the customer and the sales process.

That’s because a good question directs and influences the customer’s thinking. When you ask a question, they think of the answer. That simple statement neatly packages the latent power of a good question.

Yet, few salespeople understand that, and fewer still implement it.

A number of years ago, a study was done on this very issue. Here are the results:

“Out of 300 salespeople studied, 87 percent realize the importance of asking questions. However, only 27 percent displayed the ability to ask a well thought out, stimulating series of questions.”

In other words, thirteen percent of the salespeople in the world don’t even recognize the power of asking a good question. And only about 1 out of 4 could actually do it. That means that 3 out of every 4 salespeople, or 75 percent, don’t ask good questions.

There are two issues here: First, realizing the importance of using good questions effectively, and second, actually doing so.

This is such a big issue that my book, Question Your Way to Sales Success, is devoted entirely to this.

Everyone can ask a question. I have a three year old grandson. He can do it. This issue isn’t asking questions; the issue is asking better sales questions. While I can’t condense the book to a few hundred words here, I can point out a couple of things that the best do with this most powerful tool.

1. They prepare their major questions before the sales call. This gives them the time to select the best language and sequence.

2. They are mindful, at every stage of the sales process, of using better sales questions. They understand that there are questions, there are good questions, and there are better sales questions. So, they constantly focus on creating and using better sales questions. Whether it’s a cold call on a prospect, or following up after the sale, at every stage of the sales process, a more effective use of questions will produce dramatically better results. And they know that.

3. They collect good questions over time, and use them over and over again.

A master salesperson is a master at the use of better sales questions. That’s why it is a best practice of the best.

About the author: Dave Kahle is one of the world’s leading sales training educators. Since 1988, Dave has worked with over 400 companies, helping them to increase their sales and develop their sales people. He’s been published over 1,000 times, writes a weekly Ezine (subscribe for free at http://www.davekahle.com/mailinglist.htm), and has authored seven books.  Dave’s website is available at http://www.davekahle.com, and you can follow his sales blog at http://www.davekahle.com/salesblog.

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

  • Jul 25 / 2009
  • 2
Blogathon 2009, Leadership, social media

Dave MacDonald CMA on Corporate Social Responsibility

Dave Macdonald (@davemacdonald on Twitter) sent me this great guest blog entry this morning in support of my drive to raise funds for the Vancouver Food Bank today by blogging for 24 hours.  Here’s Dave’s blog entry on CSR:

It’s an honour to guest-post on closingbigger.net during the 2009 Edition of Blogathon – best of luck to everyone raising money for their respective causes.

Over the past several months, Shane Gibson and I have exchanged a few thoughts on the idea of ROI for simply being a good company. It’s somewhat part of the 360º of ROI that Shane’s discussed at length right here and in his talks. As someone who’s spent a fair bit of time in the world of Corporate Social Responsibility (CSR), I’ve developed a perspective that goes beyond ROI, but is fundamentally tied to our companies’ existence.

For most of humankind’s existence, we were a nomadic people. When we ran out of resources, whether those resources were plants, prey or water, we would simply move to a new place. Inevitably, the resources we had depleted would return by the time another group returned.

After a time, we began to take more command of our resources and moved around less. We would have structured villages or cities and import resources as required and gradually our importing became the focus, not on the sustainability of our resources nor the good of our general environment. Early on, this was fine – the earth’s a big place that will take care of itself and we were only making little dents in its natural infrastructure.

Alas, by 2009, the dents have gotten bigger. We are constantly taking more than we did the day before and our distance from resources through complex supply chains keeps many of us free from worry. CSR, then, is a leadership role in replenishing our communities to some extent – either through sustainability or volunteerism. If you believe that our resources are waning, CSR is as essential as replanting a deforested mountainside. In essence, it’s not about ROI – it’s about giving back that which we take out of respect for our command of our resources.

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

  • Jul 25 / 2009
  • Comments Off on 22 Types of Updates You Can Post on Twitter
Blogathon 2009, Internet Marketing and SEO, Marketing and PR, social media, social media podcast, social media training

22 Types of Updates You Can Post on Twitter

Following is an excerpt from Sociable! a book about how social media is turning sales and marketing upside down.

22 Types of Updates You Can Post on Twitter:

  1. Where you are physically located at that moment.
  2. A link to a picture of an event you are at (using Twitpic.com)
  3. A question about a business challenge
  4. A question about a popular topic in the news
  5. Share a link to your most recent blog entry
  6. Share a tip on your area of expertise
  7. Share a link to a breaking news story
  8. Retweet someone’s update that your followers would find useful
  9. Answer someone’s question
  10. A link to a picture of a social outing (using Twitpic)
  11. A link to an image of a diagram that would explain a business process or ideas
  12. A link to an event that you are promoting or that is happening in the community
  13. A link to a community event of value
  14. A link to a sale or business promotion that will save people money
  15. Promote a person who just joined Twitter
  16. Promote and thank some of your favorite people on twitter
  17. Thank someone who has linked to your blog or retweeted your updates
  18. Upload a photo of a sunset or your natural surroundings
  19. Praise someone for great content they have created.
  20. Review a restaurant, movie or business in 140 characters or less.
  21. Share some of you favorite quotes from authors and famous people
  22. Share a link to a whitepaper or press release

This is blogathon entry #4.

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

  • Jul 25 / 2009
  • 1
Blogathon 2009, Marketing and PR, social media

Ignore Everybody and 39 Other Keys to Creativity Book by Hugh MacLeod book Review

This is Blogathon 2009 entry #3. I’m blogging for 24 hours to raise funds for the Vancouver Food Bank. You can make a donation below.

Ignore Everybody by Hugh Macleod is a fantastic book on tapping into your creative potential and stepping out from the crowd. Following is a video book review of “Ignore Everybody and 39 Other Keys to Creativity” by Hugh MacLeod:

Here’s one of my favorite cartoons the Hugh put together (From Gapingvoid.com):

Dumb Cat

Dumb Cat

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

Blogathon 2009 for Vancouver Food Bank

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