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

Posts Categorized / Sales Articles

  • May 26 / 2009
  • Comments Off on Listening in Sales Day 9 of the 28 days to Better Selling
28 days to better selling, Sales Articles, sales assessment tools and indicators

Listening in Sales Day 9 of the 28 days to Better Selling

IMG_3571 Today’s focus is on listening. A big part of being good at all the steps in the sales process has to do with listening and being totally present.  I have put together (in PDF format) a brief self-assessment on listening for you to complete. A big part of being a successful communicator is self-awareness. Take time during and after this assessment to really look at yourself and acknowledge your strengths and weaknesses as a listener.

Your ability to be totally present during the sales process and to connect empathetically with the client can seperate you from your competition.  Clients often drop clues as to what they value and what they need if we listen closely enough.

Your assignment today is to be totally present and listen intently to everyone you interact with.

Download the listening self-assessment here

  • May 22 / 2009
  • 8
Internet Marketing and SEO, Marketing and PR, Sales Articles, social media, social media training

3 Guerrilla Social Media Marketing Secrets

In continuing with the series from last week here are 3 Guerrilla Social Media Marketing Secrets inspired by the Father of Guerrilla Marketing my friend Jay Levinson:

6.    Assortment of Weapons – Use a diversity of tools. Start with a blog or highly socially enabled site. Then use and master all of the major tools.  You will identify over time which ones you have a talent for using, and which ones your market responds to best.  Today these tools may include:

•    Blogging
•    Video Podcasting (YouTube, Viddler etc.)
•    FaceBook
•    Linkedin
•    Flickr
•    Twitter
•    Forums
•    Ning.com
•    Digg
•    StumbleUpon
•    FriendFeed
•    Google Profiles
•    Tumblr
•    Ubertor (for Realtors)
•    Meetup.com

7.    Convenient “Time is money is a lie. Time is life, don’t waste their time.” –  Jay Levinson.  This is critical, don’t make people work hard to find your information or consume the great content you create.  Also don’t waste their time with 10 minute videos when you could say it in 3 minutes or even better, 3 Twitter tweets. Brevity is key in Guerilla Social Media Marketing
8.    Subsequent – Always know what’s next, don’t write an e-book, write a series of e-books. Don’t just solve one customer pain, be in search of the next big thing that can help those who are connected with you.

*Guerrilla marketing tip: If you’re looking to save money on hosting your blog or your website you may want to check out sites like Couponraja where you can get Big Rock Codes for money off of everything from hosting, to domain registration and even email hosting.

  • May 19 / 2009
  • Comments Off on Day 2 of The 28 Days to Better Selling
* Sales Podcast, 28 days to better selling, Sales Articles, Sales Blog

Day 2 of The 28 Days to Better Selling

This is Day 2 of the 28 Days to Better Selling with Shane Gibson. Today’s focus is on developing a set of criteria and aggregating your referral sources and centers of influence to help you maximize and prioritize your referral generating opportunities.

Today’s assignment is:

1) Brainstorm all possible criteria for CIO and referral sources
2) Pick 5-7 top criteria
3) Make a list of existing and potential A category CIO’s and referrals
4) Book a meeting with at least 2 existing to say thank-you and share criteria
5) Share your thoughts and how you implemented this at http://closingbigger.net

If you haven’t signed up for the program you can join at anytime by signing up below:

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  • May 19 / 2009
  • 6
Internet Marketing and SEO, Leadership, Marketing and PR, Sales Articles, Sales Blog, social media, social media training

10 Tips on Doing Business in Vancouver

The Four Gregs Today’s blog post is on the lighter side. Some of my comments are in jest so please take them with a grain of salt.  The post was inspired by a series of tips I posted on Twitter and the response I got from people on Twitter.  For those of you who are new to Vancouver or plan on visiting for business here are 10 tips on doing business in Vancouver:

Tip #1: Doing business in Vancouver: Your meeting has a good chance of starting late.

Tip #2: Doing business in Vancouver: You will most likely talk about 8 non-related things before getting down to business.

Tip #3: Doing Business in Vancouver: Your meeting will most likely take place in Starbucks (via @robertaw99)

Tip #4: Doing Business in Vancouver: Your meeting may be bumped by something of little consequence until you learn Vancouver priorities (via @Bradinator)

Tip #5: Doing Business in Vancouver: Vancouverites are friendly but take time to introduce and endorse you. They take business personally.

Tip #6: Doing Business in Vancouver: Green is the new bling and being too busy is a sign of business weakness.

Tip #7: Doing Business in Vancouver: Not everyone in Vancouver is into doing business.

Tip #8: Doing Business in Vancouver: When you don’t get a call back right away don’t worry and don’t get offended. Follow-up again.

Tip #9: Doing Business in Vancouver: Everyone knows everyone, and many have done business with each other at some point. via @KontentCreative

Tip #10: Doing Business in Vancouver: It’s all about relationships and what networks you’re connected to.  Take your time getting to know who is connected to who. Join your local Board of Trade and corresponding Vancouver Linkedin and Meetup groups as a start.

  • May 15 / 2009
  • Comments Off on 3 Guerrilla Social Media Marketing Secrets
Events and Seminars, Internet Marketing and SEO, Marketing and PR, Sales Articles, Sales Blog, social media, social media training

3 Guerrilla Social Media Marketing Secrets

Last week I posted Guerrilla Social Media Marketing secrets 1,2 and 3. There are 19 Guerrilla Marketing secrets and after chatting with Jay Levinson he gave me the go ahead to share a few more. So here’s secrets 4,5 and 6 based upon my interpretation of Jay’s 19 secrets:

3.    Consistent – Don’t change your identity.  Brands, relationships, trust, and technology all take time for adoption and acceptance. Be consistent with your message and on-line social media identity.
4.    Confident – You must be confident and instill confidence in the customer.  Use social media to listen to your customers.  Jay says, “Service is anything the customer wants it to be.” Listen! He goes on to say, “Quality is what customers get out of your product. “  This is great information that can help you provide specific, on topic, brilliant solutions to your target market’s pains.
5.    Patient – Be patient. Be patient with yourself, it will take you time to master the Guerilla Marketing “Weapons of Social Media.” Be patient as you build a community online, build roots and a foundation that will be un-shakable.  Be patient with your target market, they will rush in to use and engage in social media, but they will do it in their time-frame.

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