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

Posts Categorized / Selling In Turbulent Times

  • Feb 07 / 2009
  • 9
Managing Complex Selling Relationships Blog, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, Selling In Turbulent Times

Risks Associated with Long Sales Cycle Selling

A large complex sales opportunity can be very lucrative and offer great rewards for salespeople who pursue them.  With these rewards also come risks because a large investment of our resources over an extended period of time is required for success.  This large investment can be in vain if we have not addressed some of the risks associated with large complex deals.


Not Targeting
If we do not have a clear idea of who our ideal clients are (referred to as A’s or the 20 percent that bring us 80 percent of our revenues) then we can be spending a lot time prospecting the wrong companies and opportunities. It is often a large effort just to get in the door and if we are knocking on the wrong doors, it can be costly.

Not Managing Pipeline
Being organized with a clear game plan is imperative as there are so many details and variables in a complex sale the deal can easily get side-tracked. By being organized in our sales process and managing our pipeline, we can reduce the chance of losing the deal due to apathy or distraction.

Not Knowing the Buying Process
We need to really understand how the client assesses potential suppliers and what process they use to do so. Too often we push our own agenda at our own demise.  Spending time probing, asking questions, and researching is critical in helping us understand the likelihood of landing a deal. It also ensures that we do not miss critical pieces of information and steps that are important to the prospect.

Taking the Wrong Advice

We need to gather information from multiple sources to make sure that our approach is in line with the values of the key decision makers. If someone is blocking your access to the internal network of your client company, and all the information comes from that source, there is a good chance that your proposal will miss the mark.  Take advice and gather information from people without personal agendas.

Not Having a Bid Qualification Process
Just because a big company sends you a Request for Proposal (RFP) it does not mean you should apply. Many companies have failed because they won the wrong contract and went bankrupt trying to service a large client and/or one with unique and expensive specifications.

As big complex deal hunters, we need to know what a profitable deal looks like. More importantly, we need to know how we could lose money or burn up time on deals that are a misfit.

  • Jan 22 / 2009
  • 1
* Sales Podcast, iPhone Podcasts, Leadership, Selling In Turbulent Times

Leading in Turbulent Times with Mike Desjardins

On todays podcast we have Mike Desjardins, Driver of Virtus Inc. talking about “Leading in Turbulent Times.”  This discussion took us on a path to discussing everything from Authentic Leadership to Leading Millenials and several key steps CEO’s and organizational leaders need to take to succeed.

About Mike Desjardins:

Mike is a graduate of UBC’s Sauder School of Business with a specialization in Marketing. Immediately prior to joining ViRTUS as the “Driver,” Mike was the President of Purity Water Treatment Products, a company which manufacturers and distributes hot tub and pool treatment products throughout North America with offices in Surrey, Oakville, and San Diego. Under Mike’s direction, Purity became the only Canadian based chemical company to have its entire product line registered for sale in the US, distributing to twenty-nine states.

Mike is a health and wellness fanatic, an avid downhill skier, beach volleyball player, and motorcycle enthusiast. His energy and enthusiasm are matched well to his desire to build relationships and help connect the right people together in his ever-expanding network.

Mike’s role as the Driver is to focus on strategy, growth, day-to-day operations, and the quest to continually improve every aspect of the experience customers have with ViRTUS.

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  • Nov 26 / 2008
  • Comments Off on Ian Watt and Certified Management Accountants review of Shane Gibson Seminar
Certified Management Accountants of British Columbia, Events and Seminars, iPhone Podcasts, Marketing and PR, Sales Training Video, Selling In Turbulent Times, Shane Gibson Bio

Ian Watt and Certified Management Accountants review of Shane Gibson Seminar

In this blog entry:

  • Ian Watt of http://www.ianwatt.ca posted a video review of yesterday”s Seminar I did for the Vancouver Board of Trade on Selling and Succeeding in Turbulent Economic Times.
  • Vinetta Peek Vice President of Marketing and Communications for the Certified Management Accountants shares her thoughts on the event as well.

Ian’s Video:

Shane Gibson Selling and Succeeding in Turbulent Economic Times from Ian Watt Vancouver Condo on Vimeo.

Vinetta Peek’s review of the event:

On behalf of the Certified Management Accountants of British Columbia – I wanted to let you know how pleased we were to participate and sponsor your event yesterday with the Vancouver Board of Trade.

Selling and Succeeding in Turbulent Economic Times is definitely something any company who wants to survive the upcoming Economic Storm, needs to focus on – and your presentation went into great depth as to how to focus on those positive opportunities – which will ultimately result in growth vs. decline.

In talking to some of your guests after the event, the comments were extremely positive: in the information you provided, your great sense of humour – which makes learning enjoyable, and the overall positive benefit to them attending the event.

I look forward to attending more of your seminars in the future – as I find them refreshing and relevant to the challenges businesses face each day.

Vinetta Peek, CMA (Hon.)
Vice President, Marketing and Communications

CMA Canada – British Columbia
Suite 1055, Two Bentall Centre
555 Burrard Street, Box 269
Vancouver, BC V7X 1M8

1-800-663-9646 ext. 7003 | Fax: (604) 687-6688 or 1-800-663-8715
Website: www.cmabc.com

cmabcjobs.com – The exclusive job site of the Certified Management Accountants of BC!
BC’s Best Employers, BC’s Brightest Students & Graduates, BC’s Top CMAs.
We encourage you to visit this new site often as job postings and resumes are added on a continual basis.
Visit www.cmabcjobs.com today!

  • Nov 19 / 2008
  • Comments Off on Selling and Succeeding in Turbulent Economic Times Video Interview
Events and Seminars, Leadership, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Blog, Sales Management Blog, Sales Training Video, Selling In Turbulent Times, Shane Gibson Bio, Uncategorized

Selling and Succeeding in Turbulent Economic Times Video Interview

I was interviewed by Tom Everitt of ThinkTom.com on my upcoming seminar at the Vancouver Board of Trade next Tuesday November 25th.  Take a look at the video ( details of the event are below the video )

Tuesday, November 25, 2008

Managers’ Toolbox


Shane Gibson, President (North America), Knowledge Brokers International Systems Ltd.



Shane GibsonMany sales professionals and entrepreneurs are concerned about how they are going to weather today’s global financial storm. The rules of the game have changed with the meltdown in the banking sector, along with globalization and the introduction of disruptive technologies to almost every industry.

Succeeding in turbulent economic times is about proactively taking control of our own personal economy. Shane Gibson, president of Knowledge Brokers International, will share with you strategies to succeed in any economic condition. Fortunes have been made during times of change and economic downturn; sales people and entrepreneurs must develop a tool kit to help us adapt to and succeed in this ever-changing environment.

It’s not what happens that defines an event; it’s how we respond to it that matters. This fast-paced session will give attendees the tools, insight and strategies needed to respond to today’s marketplace conditions. You will also learn:

  • How to develop and fine-tune your sales process for any environment;
  • Why the best time to gain market share is in turbulent times;
  • The power of community and connecting;
  • How to use technology to reduce your marketing and sales costs;
  • How and why to swim against economic tides and trends;
  • Tips and steps to maintaining sanity and focus in tough times.

About the speaker
Shane Gibson is a Vancouver-based international speaker, author of Closing Bigger: The Field Guide to Closing Bigger Deals, and a global entrepreneur who has addressed several thousand people over the past thirteen years. As a trainer, coach and motivational speaker he combines a diverse background in sales force leadership, new entrepreneur development and extensive sales and leadership coaching.

Who should attend
Business owners, executives in the areas of sales, marketing, business development, sales staff, entrepreneurs and anyone responsible for or part of a team that needs to generate revenues.

Presented by The Board’s Small Business Council

The Vancouver Board of Trade’s 2008 Managers’ Toolbox Series qualifies for The Company of Young Professionals Engaged Leadership Certificate Credits. One session = 2 credits.
Please refer to http://www.tcyp.ca for further details.




Tuesday, November 25, 2008


Registration: 7:30 a.m.
Program: 7:45 – 9:45 a.m.


The Coast Plaza Hotel & Suites, Stanley Park – Comox Ballroom
1763 Comox Street


Certified Management Accountants
Presented in co-operation with:
Small Business BC
Small Business BC




$64.00 + GST

Register Online

Table of 6

$462.00 + GST

Register Online

Members save at least 30% !

Future Members


$96.00 + GST

Register Online

Table of 6

$750.00 + GST

Register Online

Not a member yet? Click here for Membership Benefits!

  • Nov 12 / 2008
  • Comments Off on Using Social Media and Social Networking to Succeed in Tough Times
* Sales Podcast, Events and Seminars, iPhone Podcasts, Selling In Turbulent Times

Using Social Media and Social Networking to Succeed in Tough Times

I have had several requests to expand on how social networking tools like Twitter, Facebook, Linkedin, and social media tools like Youtube and Viddler can help sales people and entreprepreneurs in turbulent and tough economic times.  This is a follow up podcast to the one I did a couple of weeks ago on “Selling and Succeeding in Turbulent Economic Times.”  I intend on updating with a written blog entry and would appreciate if you could share any of your personal success stories about how these tools are working for you. (back links and attribution of course!)

Here’s today’s podcast on “Using Social Networking and Social Media to Succeed in Tough Times.”

Contact Shane Gibson Today! Contact us!