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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 Management Blog

  • Mar 02 / 2009
  • 2
Leadership, Sales Blog, Sales Management Blog, Sales Training, Selling In Turbulent Times

Darcy Rezac ‘s Networking Tip of the Week

Another great tip from Darcy, Gayle and Judy. I like this one. I don’t know how many times I’ve been at a function and someone has interrupted a great conversation. All three people can lose. Here’s what they have to say:

Networking Interruptus. Here is a very typical networking situation: Sam and Salima are talking and someone comes over, interrupts, and proceeds to talk only to Sam. You can picture Salima’s expression! What should have happened? Let’s start by saying that sometimes you do have to squeeze into the conversation. But barging in and completely ignoring the other person is not how to do it. Instead, the person should have entered the conversation by saying “Sorry to interrupt, but do you mind if I just have a quick word with Sam?” The interrupter should then remember to keep the circle open so Salima is not left hovering. Most conversations aren’t ‘spy-worthy’ so everyone can be included. Besides, if it is highly personal it really shouldn’t be discussed at a networking event.

— Darcy, Gayle and Judy

Got a great networking tip? Share it with us at: info@workthepond.com We are giving away a copy of the audio version of Work The Pond! for the best one!

  • Feb 27 / 2009
  • 6
* Sales Podcast, Leadership, Sales Management Blog, Selling In Turbulent Times

Are you giving your power away to the wrong coach or mentor?

sales podcast in itunes on mentors and coachingToday’s podcast is about the risks associated with mentoring and coaching. I have personally seen too many people give their power away or get off track from their own personal values by selecting the wrong coach or mentor.

This podcast talks about the difference between certification and qualification. It also talks about how we may want to select and mentor or coach in the future. If you like what I have to say or you disagree please comment, I would like your feedback.

  • Feb 12 / 2009
  • 17
Internet Marketing and SEO, iPhone Podcasts, Leadership, Marketing and PR, Sales Articles, sales assessment tools and indicators, Sales Blog, Sales Management Blog, Sales Training, Selling In Turbulent Times

What’s Your Social Media Profile?

Are you a Thought Leader? An Engaged Participant? Why not find out? This is my “beta” quiz on Social Media Profiles.  Fill it out to find out your profile. After you complete it would great if you could share your results by posting them in the comment box below. Please comment and let me know how it could be improved or expanded. Have fun!

[quiz=1]

Thank-you to Split Mango (Ubertor and WordPress Specialists) for editing the CSS and PHP for this quiz to make it legible and functioning!

  • Feb 11 / 2009
  • 2
Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, Selling In Turbulent Times

Questions to ask before taking that high tech sales job offer

Careers in High-Tech and Web-Based Industries

For every successful technology company there are dozens that fail and leave behind an array of lost promises, disappointed investors, and stressed former employees.  This sector offers a highly engaging, and potentially lucrative career in sales. With that in mind, we must be willing to ask some hard questions about the company we are going to potentially work with.
The following are examples of questions and topics we need to address when seeking out potential employers:

1.    What is the basis for their technology? Do they have something proprietary or innovative that will allow me to build up a client base? Will this technology give us a sustained competitive advantage?  Or are we just another “me too” technology that can eventually be built better and cheaper by some other company?

2.    Is this technology proven, scalable, and have a track record? Many organizations make grand claims about their latest invention but cannot back it up. Remember, when you are out prospecting, presenting, and visiting potential clients, you are going to get some hard questions. Make sure there is something of substance that you can sell.

3.    Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? Too many start-ups lack this infrastructure and back-office support. What occurs is as we land larger clients and sell multiple instances of our software or solution, and the production side of the company fails to keep up. This results in delayed projects, poor customer service, and loss of clients, market share, and opportunity.  Make sure the company you work for has those key systems in place.

4.    Does the company have a proven executive team? Leadership and the personal motivation and drive of key executives are very important, especially in the initial stages of business growth. Has the CEO surrounded themselves with intelligent, competent division heads, or have they surrounded themselves with an entourage of “yes” people?

5.    One of the most important questions is: “Is this solution a cure to a pain or a problem?” If it is, creating a business case for people to buy it will be achievable. If it is one of the many technologies with no real market demand (i.e. just another interesting technology tool) it is not going to be a priority purchase for anyone.

6.    Does the company and solution have a defined, accessible market? If the target market is difficult to reach or is ambiguous, much of our initial tenure at the company will not be spent selling, it will be spent trying to define the market and through trial and error, learning how to access it. This is not a formula for large commissions.

7.    Does the company equip the sales staff with the right marketing and collateral materials as well as tools necessary to sell the solution? In addition to this, do they have a well-defined and potentially lucrative compensation plan that will reward me for my efforts?

If you find it hard to answer positively about one or more of these questions the reality is you’re probably not being offered a sales job of real substance in web or high tech based industries.

I know of several sales people who’s resume’s are full of 3 or 6 month stints at half a dozen of these companies. The time frame makes them look like flakey employees who can’t commit or be loyal. The reality is they were great sales people who worked for companies of no substance.

– Shane Gibson

  • Feb 11 / 2009
  • 8
Sales Articles, Sales Blog, Sales Management Blog, Sales Training, Selling In Turbulent Times

Operationalizing Your Sales Strategy

Operationalizing your sales process and approach is vital to your sales success both in the short term and the long-term.  Anyone can dream up a brilliant idea or strategy, in fact this world is full of great ideas that will never happen.  The genius is in the implementation.

Following are the five key elements of Operationalizing sales:

1.    Tools

In order to operationalize our sales process and achieve our goals we will need the right tools to get the job done.  These tools include everything from electronic devices, research tools, business cards, marketing materials, software, and accounting and billing tools to name a few.  It is important to be aware of the core tools needed to effectively execute the plan.

2.    Measurement

What gets measured gets improved.  Without measurement there is no feedback, positive or negative, regarding our progress.  A goal helps us push ourselves in positive ways and fuels improvement, motivation, self-esteem and team spirit.

What gets measured gets improved.  Without measurement there is no feedback, positive or negative, regarding our progress.  A goal helps us push ourselves in positive ways and fuels improvement, motivation, self-esteem and team spirit.

3.    Processes and Knowledge

Once you have a goal, a measurement process, and the right tools needed to identify the process to follow, you can identify any knowledge or skill gaps that may affect progress.  Being a master at sales is a process of constant improvement, self awareness and personal growth.

4.    Maximize Selling Time

Your end goal is to build solid client relationships that result in sizeable amounts of revenue.  Using this as a core goal, we can  maximize the time spent doing the things that move us toward that goal.  Many sales people have failed because they became experts at paperwork, staff meetings, research, and a myriad of other activities that have very little to do with closing the deal or building relationships with the right clients.

Sales professionals need to have a process that supports the core goal and the courage to fight for the time needed to do these things.  This process is about delegating, automating or deleting these activities from our life that are not harmonious with our goals.

5.    Support and Accountability Structure

“One is too few a number to achieve greatness” – John Maxwell.

John Maxwell, leadership expert says it well in this quote.  We need a team to help us reach our goals; many of us will do more for other people than we would do for ourselves.  Having a set of checks and balances and a manager, coach, mentor or peer that holds us accountable is a key ingredient in driving sales results.

– Shane Gibson

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