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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

Posts Categorized / Managing Complex Selling Relationships Blog

  • Aug 04 / 2017
  • 0
* Sales Podcast, Managing Complex Selling Relationships Blog, social selling

The Right Brained Sales Revolution (Podcast)

Right Brained creative innovative selling podcast

 

Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. I believe that most sales jobs today will be completely automated or at least partially automated and assisted by AI within the next 36-48 months. In order to survive and prosper sales professionals will need to make themselves indispensable with right brain (creative, innovative, non-linear) sales skills, competencies and behaviours.

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution:

  1. If you commodify your clients they will commodify you
  2. Don’t aim to fit the sales culture, aim to be indispensable
  3. If it’s predictable, duplicable and repetitive it will be automated
  4. People skills eat sales hacking skills for breakfast
  5. Stop doing the wrong things better
  6. Relationships scale sales followers don’t
  7. Left brain qualifies the buyer, right brain qualifies the seller
  8. No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up

In addition to this I discuss 27 Right Brain Sales Skills:

  1. Rapport Building
  2. Listening
  3. Social Intelligence (Sales EQ)
  4. Presentation Skills
  5. Objection Handling Skills
  6. Negotiations
  7. Hobnobbing
  8. Online social interaction and engagement
  9. Innovating
  10. Problem Solving
  11. Detecting Lies
  12. Reading and Adjusting for Style
  13. Contextualizing Offers and Solutions
  14. Breaking the Rules
  15. Humour
  16. Giving
  17. Managing Complex Business Relationships (Selling to multiple stakeholders)
  18. Phone Skills
  19. Dealing with Upset Customers
  20. Motivating Team Members
  21. Going Off Script
  22. Needs Analysis Selling / Discovery Selling
  23. Authentic Relationship Development (NOT ABM or lead nurturing)
  24. Content creation
  25. Networking in Real Life
  26. Curious Prospecting (Motivated lateral thinking)
  27. Personal Branding and Reputation Building

In the podcast I wrap it up talking about “Why you want right brained sellers on your team:”

  1. They are proactive, not reactive button pushers
  2. They are action not entitlement focused
  3. They are adaptable
  4. They improve products and processes
  5. The lead customers versus take orders
  6. They close more business
  7. They grow accounts through focused relationship and credibility building
  8. They use technology but are driven by principles
  9. They come with a network and credibility (from their past successes)

I hope you enjoy this podcast and find it thought provoking and useful. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

Photo credit Jejimenejlc

  • Oct 21 / 2011
  • Comments Off on Community Engagement Infographic for Associations and Non-Profits
Leadership, Managing Complex Selling Relationships Blog, social media, social media training

Community Engagement Infographic for Associations and Non-Profits

Today as associations, non-profits and any other member based organizations we need harness the power of community to grow our member base. This infographic is a work in progress but I wanted to post it and get your feedback. What are your thoughts?

Community Engagement Infographic

  • Aug 20 / 2011
  • 2
* Sales Podcast, Leadership, Managing Complex Selling Relationships Blog, Sales Management Blog, social media podcast

Double Double by Cameron Herold – Book Interview (Podcast)

Today’s podcast is an interview with Cameron Herold on his brand new book “Double Double – How to Double Your Revenue and Profit in 3 Years or Less.” I read this book twice I found it so valuable and so I reached out to Cameron and asked him to come on the show.

If you’re a business leader, entrepreneur or business builder you need to read this book. It’s packed with usable real-world advice and success strategies.

Double Double book review with Cameron Herold

  • Jul 14 / 2011
  • 4
* Sales Podcast, 28 days to better selling, Events and Seminars, Internet Marketing and SEO, iPhone Podcasts, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, Sales Training Video, Shane Gibson Bio, social media, social media podcast, social media speaker, social media tips, social media training

Social Media Speaker Video: Going Social with CRM #SCRM 41:28

I recently delivered the keynote speaker address to CDC Software’s CRM conference in Las Vegas. This is one of the most recent social media for sales professionals talks I have done and it’ not just a promo clip. Here’s the full 41 minutes on “Going Social with CRM – How Social Media is Turning Sales Upside-down:

Here are the slides to go with the presentation:

Shane Gibson (@ShaneGibson) is a sales and social media speaker who has addressed over 100,000 people on stages on three continents over the past 15 years. He is also co-author of Guerrilla Social Media Marketing and Sociable! How Social Media is Turning Sales and Marketing Upside-down. When he’s not speaking or Tweeting he is in the social media trenches working with his clients as Chief Social Officer for Socialized! Ltd. a social media agency and training organization.

  • May 30 / 2011
  • Comments Off on Join Me for the 30 Day Podcasting Challenge – @ShaneGibson
* Sales Podcast, Internet Marketing and SEO, iPhone Podcasts, Leadership, Managing Complex Selling Relationships Blog, Marketing and PR, social media, social media podcast, social media tips, social media training

Join Me for the 30 Day Podcasting Challenge – @ShaneGibson

Social media podcast and social media training blog by Shane Gibson. 30 day social media podcast challengeI have been podcasting since 2004. It has brought me great clients such as Ford, ACL, and a dozen other major corporations. It has also allowed me to meet and interview people like Guy Kawasaki and Bruce Philp (two marketing minds that I suggest you get to know well).

I then looked at my roster of podcasts and realized that I have much more to share. The podcasting seems to happen after the client work, proposals, research, books etc. BUT it has been a major driving force in my business and I have been less than generous with my listeners. I should be giving you way more in the form of interviews, strategy and just sharing the things I’m learning everyday.

I decided to publicy make myself accountable and also ask for your help. Starting today I will be doing 30 podcasts over 30 days.  I would also like to challenge you to contribute in a few ways:

  1. If you’re a podcaster – take the challenge with me. Start sharing more of your knowledge more often today.
  2. If you are an author, subject matter expert or are having success using social media for business, community building or charity — reach out to me and lets get you on the show TODAY.
  3. If you’re a listener, Twitter connection, LinkedIn associate or Facebook friend take a moment to listen to the podcasts, submit your questions, share what you like and let me know what you think. Heckle me if you feel like it!

That’s it. Thanks for coming along this journey with me. I hope you enjoy the show. (I am posting two podcasts today just to get a head start — come back in an hour!)

Shane Gibson
Chief Social Officer
Socialized! Ltd.
http://socialized.me
Blog: http://closingbigger.net
Got iTunes? Click here to subscribe our Podcast!: http://tinyurl.com/itunes-sales-podcast
Follow Shane on Twitter: http://twitter.com/shanegibson

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