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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 / Sales Blog

  • Jul 31 / 2009
  • 7
* Sales Podcast, 28 days to better selling, Events and Seminars, Internet Marketing and SEO, iPhone Podcasts, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, Sales Training Video, Selling In Turbulent Times, social media, social media podcast, social media training

28 Ways to Improve Your Sales Results

I had a number of people (close to 300) complete the 28 Days to Better Selling Program I put on in May and June.  Many of you were asking when I was going to do it again? My next one will be in the fall but it will be marketing focused. With that said, you can do the 28 Days to Better Selling Program at your own pace by following the links below.

Here’s how 28 Days to Better Selling Works:

1)    A daily task that you can easily implement to improve your sales and business
2)    A succinct daily lesson to help you make the improvement

By the end of the 28 days you will have looked at 28 ways to fine tune and improve your sales process and business.  The daily lessons will be in written, video or audio format and will take less than 10 minutes each to review.

Day1  The ABC’s of Targeting

Day 2 Targeting the Right Referral Sources

Day 3 Prospecting in Person

Day 4 Networking Strategy

Day 5 LinkedIn Prospecting

Day 6 Investigative Prospecting

Day 7 Lead Nurturing

Day 8 Don’t Be A Boring Salesperson

Day 9 Listening in Sales

Day 10 Needs Analysis in Sales Part 1

Day 11 Needs Analysis In Sales Part 2

Day 12 Twitter for Sales Part 1

Day 13 Twitter for Sales Part 2

Day 14 Keeping Commitments

Day 15 Selling Benefits and Results

Day 16 Preemptive Objection Handling

Day 17 Sell the Price Different Not The Total Cost

Day 18 Vital Signs

Day 19 Preparing For a Sales Call

Day 20 Team Selling

Day 21 Just Thinking About You

Day 22 Team Players Make Efficient Sellers

Day 23 Day of Rest, Chill Out and Reflect 🙂

Day 24 Influencing Top Level Decision Makers

Day 25 Key Skills and Strengths for Selling Intangibles

Day 26 Reducing Anxiety and Worry

Day 27 15 Ways to Close A Sale

Day 28 Operationalizing Your Sales Process

Want to Close Bigger Deals? Buy the Book:

  • Jul 26 / 2009
  • Comments Off on The Power of Grattitude
Blogathon 2009, Events and Seminars, Leadership, Marketing and PR, Sales Articles, Sales Blog, Sales Training

The Power of Grattitude

The Manager’s Thought for the Day

It is not uncommon for salespeople and/or sales managers to get caught in the throes of everyday problems and miss seeing the trees because of the forest.
In most cases there is much more support and help around us than we can see. If most of us could really appreciate what we do have, and be grateful, most of the time we would never have a motivation problem.

There is power in gratitude. For example; Have you ever been forced into giving a kiss and a hug to a relative or a friend of a friend you couldn’t stand? It’s not an inspiring experience. As a matter of fact, it can be downright de-motivating. But if you have ever been asked to hug and kiss someone you secretly admired, I bet you found it to be a very pleasant experience. What’s the difference between the two?
Having to embrace someone you can’t stand, can be de-motivating; embracing someone you admire is motivating.

The same rule applies to situations. Most of us spend time living for tomorrow; living for when we will get that raise, that job, that relationship, or that home. In other words, that’s when we will be happy. We don’t like where we are now, so let us dream about tomorrow. What this means is we are not living in the now. It also means we often set our objectives or goals from a time, place, or state of mind that we do not like, which means we don’t embrace it. Therefore it is de-motivating.
What if you could appreciate the moment and embrace it? It would be inspiring, just like embracing that person you admired.

Gratitude is a powerful motivation. To embrace or appreciate the moment you are in, gives you a deep settled strength, and alleviates anxiety. With this strength you are able to tap into your intuition and be directed into paths that are more meaningful and in tune with who you are. This makes it much easier for you to become enthusiastic and move forward and feel good about the present as well as where you want to go. Having gratitude for where you are now can get you started.

Think about the situation you are in right now that frustrates or even immobilizes you. Now come up with a list of some really positive things that you have going for you right at this moment. Think of things you may be grateful for. A few examples could be good health, living in the country you are in, experience in your field, great relationship with your wife, husband or significant other, certain belongings, past experiences, just to name a few.

Once you finish the list, go back through and mentally say “thank you” to all the circumstances and people you could thank for each one of these. For example; in reference to your health, mentally thank someone who showed you how to eat properly, or who got you involved in some form of physical exercise. Maybe a previous employer believed in balanced living and not just work, work, work. Be sure to thank that person mentally. Thank your government for the facilities that are available and your creator for being so kind to you. As Plato once said; “Happiness is not being in a good state, but rather knowing you are in a good state.”

Once you have completed this exercise, you will have experienced the power of appreciation. You will feel much better about the moment. To see the positive in your present circumstances and to feel gratitude about the moment will get you started and keep you going.

Unfortunately, our egos work very hard at stopping us from experiencing gratitude. Very few of us can openly display gratitude on a daily basis to all those people and situations around us. It is much easier to fill our minds and bodies with self-importance, dissatisfaction, criticism, and victim-style thinking, than it is to put these feeling aside and say thank you. Monitor yourself and see how often you resist or justify not having gratitude. Being aware of your anti-gratitude stance alone, can start you on the road to being more grateful and more productive.

As the manager you may want to share this process with your people. Gratitude is one of the greatest internal motivators of all.

(An excerpt from our “Complete Sales Action System”)

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, Events and Seminars, Internet Marketing and SEO, Marketing and PR, Sales Blog, social media, social media podcast, social media training

Twitpics Gone Wrong Part 2

Well the last post went over well, and since this is for charity I thought I’d share a few more pics that I managed to capture and put on Twitter. Nothing out of the ordinary really.

#1) Raul in his happy place (He’s blogging for charity tonight too)

Share photos on twitter with Twitpic

#2) This guy I met in Yaletown, his daughter neglected to brush the cat until it’s hair was in knots, the poodle groomer was cheaper. He should be arrested… and shaved.

Actual cat in Yaletown, owner took it to the dog groomer. Poo... on Twitpic

#3) Doolins Irish Pub at Lunch time. You should see dinner.

Share photos on twitter with Twitpic

#4) This was a joke gift but he chose to wear it in public.

Share photos on twitter with Twitpic

#5) I can’t really top #4 so this post is done.

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
  • 5
Blogathon 2009, Events and Seminars, Internet Marketing and SEO, Leadership, Marketing and PR, Sales Articles, Sales Blog, Sales Training, Sales Training Video, Selling In Turbulent Times, social media, social media podcast, social media training

Guest Blogger Cindy King on International Sales from Social Media

This blog entry was submitted in support of my 24 hour blogathon for the Vancouver Food Bank (donate here to help feed hunger and poverty). Thank-you Cindy King for all of your support. What an eye opening and incredible blog entry and video. Thanks!

Here it is:

Can You Use Social Media To Get International Sales For Your Business?

As a small business owner based in France targeting North American clients, social media makes good sense for me. And it works my business. Why? Because there are no significant barriers created by cultural differences between the social media I use and the people I connect with.

If you want use social media to develop your international business, there are two things you need to remember.

Sales Techniques

You will need to develop strong international sales negotiation techniques.

This comes with practice. But you must be willing to put in the personal effort needed to develop these skills.

Adapt Your Business

Have a look at the 5 different cultural scales outlined by Geert Hofstede:

· High versus Low Power Distance

· Individualism versus Collectivism

· Masculinity versus Femininity

· High versus Low Uncertainty Avoidance

· Long versus Short Term Orientation

What are these scales? They are an attempt to categorize and explain cultural differences.

I will not go into them here, but click through the link above. It is a very interesting table. You will see scores for a long list of countries for all 5 of these scales. And you can choose your country and another one to see how the two sets of cultural differences compare.

Although these 5 scales seem complex and they have their limitations, it is easy to understand why you need to approach people from different cultures differently.

And International Social Media?

Read the news and open your ears. Social media has hit the world everywhere. Here are a few points to remember:

· There are different social medial platforms in different countries

· What is popular in one country may not be popular in another one

· People use social media differently

It is not easy to get international social media statistics. And I am not sure I would even begin trying to get a comprehensive world vision of social media.

I suggest another approach…

Instead of taking on the whole planet, simply because social media is “free’:

· Keep your business in mind.

· Choose one country and jump into their social media environment.

Do not start with social media marketing. Instead:

· Start with social media networking

Get to know how people use social media in their country and then work on finding out how to adapt marketing your business in this new country.

There are some international social media networking scenarios where it is easy to create business relationships from a distance.

If you have any international social media stories to share, I would love to hear them. Please leave a comment below and tell me how you have used social media within part of your sales process.

Cindy King is a Cross-Cultural Marketer & International Sales Strategist based in France.  She uses her dual background in sales & marketing to help businesses improve their international sales conversion and develop country-specific international sales guides. Connect with her on Twitter @CindyKing

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 Dave Kahle Sales Blog Guest Entry on Keeping Track of Names
Blogathon 2009, Leadership, Sales Articles, Sales Blog

Dave Kahle Sales Blog Guest Entry on Keeping Track of Names

Sales Best Practices: Keeps track of all the names, titles, and positions of all the key contact people within every account.

This is so basic, you would think everyone would be doing it. Not so.

I was sitting across the desk from the operations manager of the company for which I had worked a number of years earlier. We were reminiscing, and he told me this story.

In the time after I had left this company, it had been swallowed up by a large national company. Now, at number two in the nation, it was again being merged with number three. The government got involved, and mandated that every salesperson fill out a form for every account doing over $100,000 in annual business.

The operations manager described how he looked over the forms as he assembled them to send back to the government. As he did so, he got a sick feeling in his stomach. It seems that on many of the forms, the names listed were nicknames, and there was no title indicated.

He told me that he realized that his salespeople didn’t know the full name and correct title of the key contact people in their largest accounts!

While that may sound like an exception to you, I have since discovered that it is the rule, not the exception. The sad truth is that few salespeople have systematically collected and stored the full names and accurate titles of their key contact people. As a result, their proposals and correspondence are amateurish and they look unprofessional to their customers.

Such a simple little thing!

Yet, over and over again, it’s not the big things that separate the Top Gun performers from the pack. It’s the methodical, disciplined adherence to excellence in the little things.

I know there are thousands of salespeople who are reading this right now, thinking “I already know that.” Yet, most of them aren’t methodical and systematic in their execution of this practice. It’s not what you know that makes you into a Top Gun performer, it is what you do.

That’s why the best practices are called “practices.”

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

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