http://www.closingbigger.net Sales Training Podcast and Social Media insights for the mobile sales professional. Sales, sales management and leadership and training podcast and blog by Shane Gibson and Trevor Greene authors of Closing Bigger the Field Guide to Closing Bigger Deals. Tips on closing, pitching and complex selling. Recorded in Canada available globally! Topics include: Complex Sales, Business Relationships, Key Account Management, Sales Management, and various motivational sales topics. Sales training and motivational speaking recorded in Canada, USA, South Africa and Kuwait. Thu, 02 Jul 2009 02:08:00 +0000 http://wordpress.org/?v=2.6.1 en http://www.closingbigger.net/feed/ Sales Training Podcast for the mobile sales professional. Sales, sales management, Social Media and leadership and training podcast and blog by Shane Gibson and Trevor Greene authors of Closing Bigger the Field Guide to Closing Bigger Deals. Tips on closing, pitching and complex selling. Recorded in Canada available globally! Shane Gibson no Shane Gibson shane@kbitraining.com shane@kbitraining.com (Shane Gibson ) 2005-2009 Closing Bigger Sales Podcast - By Motivational Sales Speaker Shane Gibson author of Closing Bigger the Field Guide to Closing Bigger Deals. Sales, Sales Podcast, Sales Training, Shane Gibson, Complex Sales, Motivational Speaker http://www.closingbigger.net/wp-content/uploads/2008/06/psapodcast.jpg http://www.closingbigger.net http://www.closingbigger.net/2009/07/twitter-and-tweeting-business-case-video/ http://www.closingbigger.net/2009/07/twitter-and-tweeting-business-case-video/#comments Thu, 02 Jul 2009 01:40:12 +0000 Shane Gibson http://www.closingbigger.net/?p=430 http://www.closingbigger.net/2009/07/twitter-and-tweeting-business-case-video/feed/ http://www.closingbigger.net/2009/06/get-more-twitter-followers/ http://www.closingbigger.net/2009/06/get-more-twitter-followers/#comments Mon, 29 Jun 2009 18:31:59 +0000 Shane Gibson http://www.closingbigger.net/?p=428 http://www.closingbigger.net/2009/06/get-more-twitter-followers/feed/ http://www.closingbigger.net/2009/06/20-leadership-tips-under-140-characters/ http://www.closingbigger.net/2009/06/20-leadership-tips-under-140-characters/#comments Thu, 25 Jun 2009 06:21:21 +0000 Shane Gibson http://www.closingbigger.net/?p=427 http://www.closingbigger.net/2009/06/20-leadership-tips-under-140-characters/feed/ http://www.closingbigger.net/2009/06/20-social-media-tips-under-140-characters/ http://www.closingbigger.net/2009/06/20-social-media-tips-under-140-characters/#comments Wed, 17 Jun 2009 04:56:02 +0000 Shane Gibson http://www.closingbigger.net/?p=425 http://www.closingbigger.net/2009/06/20-social-media-tips-under-140-characters/feed/ http://www.closingbigger.net/2009/06/guerrilla-social-media-marketing-secrets-part-7/ http://www.closingbigger.net/2009/06/guerrilla-social-media-marketing-secrets-part-7/#comments Tue, 16 Jun 2009 18:14:00 +0000 Shane Gibson http://www.closingbigger.net/?p=423 http://www.closingbigger.net/2009/06/guerrilla-social-media-marketing-secrets-part-7/feed/ http://www.closingbigger.net/2009/06/operationalizing-your-sales-process-day-28-to-the-28-days-of-better-selling/ http://www.closingbigger.net/2009/06/operationalizing-your-sales-process-day-28-to-the-28-days-of-better-selling/#comments Tue, 16 Jun 2009 08:07:55 +0000 Shane Gibson http://www.closingbigger.net/?p=422 http://www.closingbigger.net/2009/06/operationalizing-your-sales-process-day-28-to-the-28-days-of-better-selling/feed/ 28 days to better selling,free sales training,Sales Podcast,Sales Training Canada,shane gibson Following are the five key elements of Operationalizing sales (Full explanation in text is here): - 1.    Tools - 2.    Measurement - 3.    Processes and Knowledge - 4.    Maximize Selling Time - 5 Following are the five key elements of Operationalizing sales (Full explanation in text is here (http://www.closingbigger.net/2009/02/operationalizing-your-sales-strategy/)): 1.    Tools 2.    Measurement 3.    Processes and Knowledge 4.    Maximize Selling Time 5.    Support and Accountability Structure After you listen to today's podcast your assignment is to: * List the 5 headings for operationalizing sales discussed * Fill in under each heading what actions or steps you are going to take * Once mapped out make sure you assign a specific time to implement the steps * Find someone you can be accountable to in the process. Shane Gibson no 9:35 http://www.closingbigger.net/2009/06/15-ways-to-close-a-sale-closing-sales-deals/ http://www.closingbigger.net/2009/06/15-ways-to-close-a-sale-closing-sales-deals/#comments Mon, 15 Jun 2009 04:10:07 +0000 Shane Gibson http://www.closingbigger.net/?p=421 http://www.closingbigger.net/2009/06/15-ways-to-close-a-sale-closing-sales-deals/feed/ 28 days to better seling,closing the sale,free sales training,Sales Blog,Sales Podcast,Sales Training Canada,shane gibson Today for day 27 of the 28 Days to Better Selling we are covering 15 ways to close a sale. After you listen to the podcast identify how many of the closes listed below that you could apply to your sales process. - The Alternative Close Today for day 27 of the 28 Days to Better Selling we are covering 15 ways to close a sale. After you listen to the podcast identify how many of the closes listed below that you could apply to your sales process. * The Alternative Close * The Assumed Close * The Minor Decision Close * The Courtesy Close – “silent principle” * The Direct Close * The Urgency Close * The “Shut-up Principle” Close * The “Bonus” Close – * The Objection Close * The “Use of Terms” Close * The Third Party Close * The Summary Close * The Similar Situation Close * The Empathy Close * The Consultant Close Shane Gibson no 13:16 http://www.closingbigger.net/2009/06/reducing-anxiety-and-worry-day-26-of-the-28-day-to-better-selling/ http://www.closingbigger.net/2009/06/reducing-anxiety-and-worry-day-26-of-the-28-day-to-better-selling/#comments Sun, 14 Jun 2009 06:05:09 +0000 Shane Gibson http://www.closingbigger.net/?p=417 http://www.closingbigger.net/2009/06/reducing-anxiety-and-worry-day-26-of-the-28-day-to-better-selling/feed/ 28 days to better selling,anxiety,dealing with fear,free sales training,Sales Podcast,Sales Training Canada,shane gibson,worry - Energy management in sales is just as important as time management. Worry and anxiety can be big energy drainers.  Your assignment today is to implement as many of the strategies outlined in today's podcast as possible. (http://www.closingbigger.net/wp-content/uploads/2009/06/picture-11.png) Energy management in sales is just as important as time management. Worry and anxiety can be big energy drainers.  Your assignment today is to implement as many of the strategies outlined in today's podcast as possible. The following are some ideas, strategies, and tips to proactively help reduce your worry and anxiety: * Set a Specific Time for Worry * Move to Action * Try Exercise * Get Out of Bed Quickly * Post Good News * Surround Yourself with Positive People * Make Meetings Productive with the Worry Chart * Time Limit on Hard Work * Know the Value of the Present * Laugh at Yourself * Give Yourself Special Treatment Shane Gibson no 7:14 http://www.closingbigger.net/2009/06/key-skills-and-strengths-for-selling-intangibles-day-25-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/06/key-skills-and-strengths-for-selling-intangibles-day-25-of-the-28-days-to-better-selling/#comments Fri, 12 Jun 2009 22:01:01 +0000 Shane Gibson http://www.closingbigger.net/?p=415 http://www.closingbigger.net/2009/06/key-skills-and-strengths-for-selling-intangibles-day-25-of-the-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,Sales Podcast,Sales Training Canada,selling intangibles Yesterday we talked about the importance of proving or selling inangible results related to your products or services.  Today we are going to focus on some of the key attributes needed to do so.  The following provides a brief overview of some of t... Yesterday we talked about the importance of proving or selling inangible results related to your products or services.  Today we are going to focus on some of the key attributes needed to do so.  The following provides a brief overview of some of the skills and strengths needed to be great at selling intangibles. Personal Brand of You When selling intangible solutions, it really is about credibility and the relationship.  Because the solution is intangible, the purchase is largely based upon the believability of the salesperson. Having a strong personal brand helps people understand who we are, what we are about, and it removes uncertainty. Differentiation People who are good at this type of sales often communicate what they do in a unique way. This means specializing and unique positioning is often necessary. Passionate Evangelist/Industry Authority or Both As an extension of our personal brand and our ability to differentiate, our passion and knowledge are critical in selling intangibles. Because the client cannot often experience the service or solution in a tangible way, their experience of you has to be credible and inspiring. Clarity “In communicating, your greatest enemy isn’t the noise around you – it’s the noise you create, un-wittingly” - Harry Beckwith, author of What Clients Love and Selling the Invisible. Brevity and focus are key. If we focus on one or two core things we are good at and communicate those proficiencies really well, we can own a large portion of client mindshare and wallet share. Value Builders Because what we are selling cannot be seen, touched, or measured, we need to be good at building value. Your ability to articulate the real value in terms of return on investment is very important. Solutions must be presented in a way that solves a core client pain or challenge. - Shane Gibson no 4:34 http://www.closingbigger.net/2009/06/3-guerrilla-social-media-marketing-tips-part-6/ http://www.closingbigger.net/2009/06/3-guerrilla-social-media-marketing-tips-part-6/#comments Thu, 11 Jun 2009 23:44:43 +0000 Shane Gibson http://www.closingbigger.net/?p=414 http://www.closingbigger.net/2009/06/3-guerrilla-social-media-marketing-tips-part-6/feed/ http://www.closingbigger.net/2009/06/inluencing-top-level-decision-makers-day-24-to-the-28-days-of-better-selling/ http://www.closingbigger.net/2009/06/inluencing-top-level-decision-makers-day-24-to-the-28-days-of-better-selling/#comments Thu, 11 Jun 2009 23:20:21 +0000 Shane Gibson http://www.closingbigger.net/?p=412 http://www.closingbigger.net/2009/06/inluencing-top-level-decision-makers-day-24-to-the-28-days-of-better-selling/feed/ 28 days to better seling,c-level selling,free sales training,Sales Podcast,sales training,Sales Training Canada,selling to ceo's,shane gibson Top level decision makers are results-orientated. Both tangible results and intangible results appeal to them.  In order to be seen as a resource and potential supplier you must tap into their desire to produce results. - Top level decision makers are results-orientated. Both tangible results and intangible results appeal to them.  In order to be seen as a resource and potential supplier you must tap into their desire to produce results. The kind of tangible results that appeal to them are: Raising Revenues: Show them how their overall volume can be increased; in other words, an increase in sales. Increase Efficiency: If they see that their employees, or their equipment, or other capital  will be more efficient, then the chance of their buy-in is higher. Keeping Shareholders Happy: Top level decision makers are the ones who have to answer to the Board of Directors and to the Shareholders in a large corporation. Keeping the Board or shareholders happy is their main priority. Lowering Cost of Production: Lower costs equal better margins and bigger profits. Increasing Market Share: They are interested in advertising, marketing and business development strategies, tactics and methods to increase market share. Higher Return On Investment: Can you show them how they will get a bigger return on their investment for the money they invest with your services, products, ideas and concepts? Dealing With Market Changes: If you come with solutions for  market changes that affect them, then they will  take the time to explore the possibilities with you. Intangible Results: The types of intangible results that appeal to top level decision makers are: Lower the Risk And Worry: Anything that you can do to lower or eliminate the risk makes them feel better. Personal and Corporate Pride: Senior executives and top level decision makers are at the top because they have personal pride and are proud of the business results that they achieve. Image – Personally And Corporately: Yes the car they drive reflects their success level. The suits, the shoes they wear, the house they live in, the office address, and the image their marketing material portrays are all examples of personal and/or corporate image. Retaining And Attracting Good Employees Who Work Beyond The Norm: The top level decision maker knows that you win when you have exceptional people working with you. Your assignment today after listening to the podcast is to: 1) Look at how many of these results your products or services can achieve for your clients. 2) Develop a unique way to present these results you produce 3) Memorize and practice presenting those core results statements that you will use with senior decision makers. - Shane Gibson no 3:40 http://www.closingbigger.net/2009/06/doing-it-alone-sucks-day-22-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/06/doing-it-alone-sucks-day-22-of-the-28-days-to-better-selling/#comments Thu, 11 Jun 2009 06:06:09 +0000 Shane Gibson http://www.closingbigger.net/?p=410 http://www.closingbigger.net/2009/06/doing-it-alone-sucks-day-22-of-the-28-days-to-better-selling/feed/ http://www.closingbigger.net/2009/06/team-players-make-effecient-sellers-day-22-of-the-28-days-of-better-selling/ http://www.closingbigger.net/2009/06/team-players-make-effecient-sellers-day-22-of-the-28-days-of-better-selling/#comments Tue, 09 Jun 2009 20:15:43 +0000 Shane Gibson http://www.closingbigger.net/?p=408 http://www.closingbigger.net/2009/06/team-players-make-effecient-sellers-day-22-of-the-28-days-of-better-selling/feed/ 28 days to better seling,Sales Podcast,Sales Training Canada,shane gibson Too often salespeople even when surrounded by a large corporation do things all on their own.  They have been selected because of their personal drive and focus, but this can also be a downfall. - This podcast is focused on the importance of connec... Too often salespeople even when surrounded by a large corporation do things all on their own.  They have been selected because of their personal drive and focus, but this can also be a downfall. This podcast is focused on the importance of connecting with and collaborating with internal and external stakeholders. Who knows, maybe the marketing team wants to know who your ideal client is! Shane Gibson no 5:23 http://www.closingbigger.net/2009/06/just-thinking-about-you-day-21-to-the-28-days-of-better-selling/ http://www.closingbigger.net/2009/06/just-thinking-about-you-day-21-to-the-28-days-of-better-selling/#comments Tue, 09 Jun 2009 07:02:03 +0000 Shane Gibson http://www.closingbigger.net/?p=407 http://www.closingbigger.net/2009/06/just-thinking-about-you-day-21-to-the-28-days-of-better-selling/feed/ 28 days to better seling,Sales Podcast,Sales Training Canada Today's assignment is pretty straight forward. Mindshare = Walletshare. With that said mindshare is gained through adding value in multiple contexts with clients. Your assingment today is to add value by letting five of your key accounts know you are... Today's assignment is pretty straight forward. Mindshare = Walletshare. With that said mindshare is gained through adding value in multiple contexts with clients. Your assingment today is to add value by letting five of your key accounts know you are thinking about them and care about their success. Shane Gibson no 3:05 http://www.closingbigger.net/2009/06/team-selling-day-20-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/06/team-selling-day-20-of-the-28-days-to-better-selling/#comments Mon, 08 Jun 2009 03:34:42 +0000 Shane Gibson http://www.closingbigger.net/?p=405 http://www.closingbigger.net/2009/06/team-selling-day-20-of-the-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,Sales Podcast,sales training,Sales Training Canada,sales training vancouver,team selling Team selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they n... Team selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and coordinate a whole team. Today’s assignment after you listen to the podcast is as follows: 1)    Develop your own Edification sheet or elevator pitch for your team mates 2)    Get each of them to do that as well for you and then memorize each others "Edification Sheet" 3)    Develop a checklist for prepping for meetings that ensures that you: a.    Know the key strengths and purpose of those people on your team b.    Determine the meeting lead c.    Warm everyone up for the call d.    Debrief after the meeting  with the key questions: - What went well? - What didn't go well? - What could we do better? ` Shane Gibson no 7:45 http://www.closingbigger.net/2009/06/preparing-for-a-sales-call-day-19-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/06/preparing-for-a-sales-call-day-19-of-the-28-days-to-better-selling/#comments Sun, 07 Jun 2009 06:34:28 +0000 Shane Gibson http://www.closingbigger.net/?p=404 http://www.closingbigger.net/2009/06/preparing-for-a-sales-call-day-19-of-the-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,preparing for a sales meeting,Sales Podcast,Sales Training Canada,shane gibson We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us.  But are we prepared? This is a two part podcast on getting ready for meetings We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us.  But are we prepared? This is a two part podcast on getting ready for meetings.  Today we will focus on individual sales calls and tomorrow we will talk about how to plan out team selling scenarios. After you listen to today’s podcast here is your assignment: #1) Brainstorm all of the possible objections you could get in your typical sales call and either pre-empt them or memorize your answers #2) Be prepared for the worst case scenario, map out what those could be and how you will handle them. #3) Be prepared for the best case scenario, what will you need to close the deal or negotiate with a key prospect on the spot? #4) Map out key research sources you can review and confirm before heading to the meeting #5) Build a checklist for this process and go through before each meeting well in advance - Shane Gibson no 6:21 http://www.closingbigger.net/2009/06/vital-signs-day-18-to-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/06/vital-signs-day-18-to-the-28-days-to-better-selling/#comments Fri, 05 Jun 2009 20:47:15 +0000 Shane Gibson http://www.closingbigger.net/?p=401 http://www.closingbigger.net/2009/06/vital-signs-day-18-to-the-28-days-to-better-selling/feed/ http://www.closingbigger.net/2009/06/dealing-with-price-objections/ http://www.closingbigger.net/2009/06/dealing-with-price-objections/#comments Thu, 04 Jun 2009 19:53:48 +0000 Shane Gibson http://www.closingbigger.net/?p=400 http://www.closingbigger.net/2009/06/dealing-with-price-objections/feed/ http://www.closingbigger.net/2009/06/how-hard-is-it-to-video-blog/ http://www.closingbigger.net/2009/06/how-hard-is-it-to-video-blog/#comments Thu, 04 Jun 2009 18:52:28 +0000 Shane Gibson http://www.closingbigger.net/?p=398 http://www.closingbigger.net/2009/06/how-hard-is-it-to-video-blog/feed/ http://www.closingbigger.net/2009/06/the-meetups-of-all-meetups-vancouver-networking-june/ http://www.closingbigger.net/2009/06/the-meetups-of-all-meetups-vancouver-networking-june/#comments Wed, 03 Jun 2009 20:14:05 +0000 Shane Gibson http://www.closingbigger.net/?p=396 http://www.closingbigger.net/2009/06/the-meetups-of-all-meetups-vancouver-networking-june/feed/ http://www.closingbigger.net/2009/06/preemptive-objection-handling-day-16-to-the-day-days-of-better-selling/ http://www.closingbigger.net/2009/06/preemptive-objection-handling-day-16-to-the-day-days-of-better-selling/#comments Wed, 03 Jun 2009 06:30:52 +0000 Shane Gibson http://www.closingbigger.net/?p=393 http://www.closingbigger.net/2009/06/preemptive-objection-handling-day-16-to-the-day-days-of-better-selling/feed/ 28 days to better selling,handling objections,objection handling,Sales Podcast,sales training,Sales Training Canada,shane gibson Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects ... Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects will not tell us they are worried about. Your assignment today is to listen to the podcast and then: 1) Brainstorm a list of all of the objections that you get on a regular basis. 2) List unspoken objections that people will not mention to you but you know are there. 3) Develop a way to preemptively handle each objection up-front and turn it into a selling point Shane Gibson no 6:34 http://www.closingbigger.net/2009/06/3-guerrilla-social-media-marketing-secrets-part-5/ http://www.closingbigger.net/2009/06/3-guerrilla-social-media-marketing-secrets-part-5/#comments Wed, 03 Jun 2009 03:57:03 +0000 Shane Gibson http://www.closingbigger.net/?p=394 http://www.closingbigger.net/2009/06/3-guerrilla-social-media-marketing-secrets-part-5/feed/ http://www.closingbigger.net/2009/06/day-15-to-the-28-days-of-better-selling/ http://www.closingbigger.net/2009/06/day-15-to-the-28-days-of-better-selling/#comments Tue, 02 Jun 2009 20:41:30 +0000 Shane Gibson http://www.closingbigger.net/?p=392 http://www.closingbigger.net/2009/06/day-15-to-the-28-days-of-better-selling/feed/ 28 days to better seling,needs analysis in sales,Sales Podcast,Sales Training Canada,shane gibson Today's assignment is focused on turning data gathered into compelling sales language. People buy results, emotions, and feelings not solutions or or things. After you have gathered a ton of  information in a client meeting the question is "What do ... Today's assignment is focused on turning data gathered into compelling sales language. People buy results, emotions, and feelings not solutions or or things. After you have gathered a ton of  information in a client meeting the question is "What do I do with this information?" Today's podcast is about prioritzing client issues, focusing on your key competitive advantages and communicating in the terms of benefits and results to the client. Shane Gibson no 4:08 http://www.closingbigger.net/2009/05/keeping-commitments-day-14-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/keeping-commitments-day-14-of-the-28-days-to-better-selling/#comments Mon, 01 Jun 2009 04:57:31 +0000 Shane Gibson http://www.closingbigger.net/?p=391 http://www.closingbigger.net/2009/05/keeping-commitments-day-14-of-the-28-days-to-better-selling/feed/ http://www.closingbigger.net/2009/05/twitter-for-sales-part-2/ http://www.closingbigger.net/2009/05/twitter-for-sales-part-2/#comments Sun, 31 May 2009 04:13:41 +0000 Shane Gibson http://www.closingbigger.net/?p=386 http://www.closingbigger.net/2009/05/twitter-for-sales-part-2/feed/ http://www.closingbigger.net/2009/05/twitter-for-sales-people-social-media/ http://www.closingbigger.net/2009/05/twitter-for-sales-people-social-media/#comments Fri, 29 May 2009 20:04:01 +0000 Shane Gibson http://www.closingbigger.net/?p=384 http://www.closingbigger.net/2009/05/twitter-for-sales-people-social-media/feed/ http://www.closingbigger.net/2009/05/needs-analysis-in-sales-part-2-day-11-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/needs-analysis-in-sales-part-2-day-11-of-the-28-days-to-better-selling/#comments Thu, 28 May 2009 23:03:13 +0000 Shane Gibson http://www.closingbigger.net/?p=383 http://www.closingbigger.net/2009/05/needs-analysis-in-sales-part-2-day-11-of-the-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,listening in sales,needs analyis in selling,Sales Training Canada,sales training vancouver,shane gibson Yesterday we focused on how to construct a client needs analysis questionnaire.  Today's lesson is focused on how to conduct a needs analysis effectively. - The core take-aways for this lesson are: - Never sell during the needs analysis. Yesterday we focused on how to construct a client needs analysis questionnaire.  Today's lesson is focused on how to conduct a needs analysis effectively. The core take-aways for this lesson are: * Never sell during the needs analysis. * Don't finish the prospect's sentences, allow them to explore solutions and challenges in their own context. * Get permission to sell at the end of the needs analysis to maintain rapport and trust. * Always get a commitment for the next step in the sales process. 28 Days to Better Selling Archive can be found here (http://www.closingbigger.net/salesblog/archives/28-days-to-better-selling/) Shane Gibson no 8:40 http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-secrets-part-4/ http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-secrets-part-4/#comments Thu, 28 May 2009 18:36:19 +0000 Shane Gibson http://www.closingbigger.net/?p=379 http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-secrets-part-4/feed/ http://www.closingbigger.net/2009/05/needs-analysis-in-sales-day-10-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/needs-analysis-in-sales-day-10-of-the-28-days-to-better-selling/#comments Thu, 28 May 2009 06:59:27 +0000 Shane Gibson http://www.closingbigger.net/?p=378 http://www.closingbigger.net/2009/05/needs-analysis-in-sales-day-10-of-the-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,listening in sales,needs analysis,Sales Podcast,shane gibson A few of us are in different time zones, others have expressed that they are a bit behind on the assignments so technically this is day 10.5 as far as timing goes but don't worry, we'll catch up by the weekend with some extra but easy to implement tw... A few of us are in different time zones, others have expressed that they are a bit behind on the assignments so technically this is day 10.5 as far as timing goes but don't worry, we'll catch up by the weekend with some extra but easy to implement tweaks to our sales process. Today is about building an effective needs analysis structure, tomorrow I will talk about how to conduct a needs analysis from a rapport perspective.  The topic today focuses on why we need a structured needs analysis process and how to structure it effectivelty. Your assignment today is: 1) Brainstorm all of the possible closed, open, leading and request type questions you could ask 2) Organize them from least to most confidential 3) Pick the top 5 to 7 questions you could ask a client during an initial meeting or qualifying call If you want some feedback on your questioning format you can always e-mail me at shane@closingbigger.net. To catch-up on previous lessons visit the archive for 28 Days to Better Selling (http://www.closingbigger.net/salesblog/archives/28-days-to-better-selling/). Shane Gibson no 10:54 http://www.closingbigger.net/2009/05/listening-in-sales-day-9-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/listening-in-sales-day-9-of-the-28-days-to-better-selling/#comments Wed, 27 May 2009 05:52:07 +0000 Shane Gibson http://www.closingbigger.net/?p=376 http://www.closingbigger.net/2009/05/listening-in-sales-day-9-of-the-28-days-to-better-selling/feed/ http://www.closingbigger.net/2009/05/dont-be-a-boring-sales-person-day-8-to-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/dont-be-a-boring-sales-person-day-8-to-the-28-days-to-better-selling/#comments Mon, 25 May 2009 07:04:30 +0000 Shane Gibson http://www.closingbigger.net/?p=375 http://www.closingbigger.net/2009/05/dont-be-a-boring-sales-person-day-8-to-the-28-days-to-better-selling/feed/ 28 days to better selling,bored,boring sales,free sales training,Sales Podcast,Sales Training Canada,shane gibson Face it, as sales people we can be really boring. We're predictable, and in most cases we sound just like the next guy.  Being boring is a guaranteed way to commoditize our product or service and drag our sales cycle out much longer than it has ... Face it, as sales people we can be really boring. We're predictable, and in most cases we sound just like the next guy.  Being boring is a guaranteed way to commoditize our product or service and drag our sales cycle out much longer than it has to be. Listen to today's podcast and then do the following:1) Make a list of all the mediums you could be using for follow-up2) Ask the question: How could I make each application of each medium value added, unique, or innovative3) Set a goal to follow-up your A category clients using all of the mediums in a creative, enagaging way that will differentiate you, your product, and your company.If you haven't signed up for the program you can join at anytime by signing up below: Enter your Email Preview (http://www.feedblitz.com/f?previewfeed=561080) | Powered by FeedBlitz (http://www.feedblitz.com) Shane Gibson no 6:32 http://www.closingbigger.net/2009/05/lead-nurturing-sales-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/lead-nurturing-sales-28-days-to-better-selling/#comments Mon, 25 May 2009 06:31:22 +0000 Shane Gibson http://www.closingbigger.net/?p=372 http://www.closingbigger.net/2009/05/lead-nurturing-sales-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,Sales Podcast,sales training,Sales Training Canada,shane gibson Today is day 7 of the 28 Days to Better Selling.  Today we are going to focus on lead nurturing. Lead nurturing is really about taking a contact or a prospect who has given us permission to begin a relationship with them, and through a series of val... Today is day 7 of the 28 Days to Better Selling.  Today we are going to focus on lead nurturing. Lead nurturing is really about taking a contact or a prospect who has given us permission to begin a relationship with them, and through a series of value added contacts solidify the relationship.  This relationship ultimately results in a deal if there is a match between what you offer and the prospect truly needs. Your assignment today after listening to this podcast is to answer the following questions: 1) Do I have a structured process for follow-up over the life time of the relationship? 2) Is there anywhere in the process where I don't have solid goals or book the next step? 3) Is there anything that is not client focused that needs to have more depth or be deleted? If you haven't signed up for the program you can join at anytime by signing up below: Enter your Email Preview (http://www.feedblitz.com/f?previewfeed=561080) | Powered by FeedBlitz (http://www.feedblitz.com) Shane Gibson no 9:20 http://www.closingbigger.net/2009/05/investigative-prospecting-day-6-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/investigative-prospecting-day-6-of-the-28-days-to-better-selling/#comments Sat, 23 May 2009 15:43:42 +0000 Shane Gibson http://www.closingbigger.net/?p=371 http://www.closingbigger.net/2009/05/investigative-prospecting-day-6-of-the-28-days-to-better-selling/feed/ 28 days to better selling,cold calling,free sales training,prospecting,Sales Podcast,Sales Training Canada,sales training vancouver,shane gibson Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about sources of sales leads, and even Linkedin prospect... Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about sources of sales leads (http://www.closingbigger.net/2009/05/day-4-of-the-28-days-to-better-selling/), and even Linkedin prospecting (http://www.closingbigger.net/2009/05/linkedin-prospecting-day-5-of-the-28-days-to-better-selling/) in the past few days. Today's sales podcast is for Day 6 of The 28 Days to Better Selling (http://www.closingbigger.net/28-days-to-better-selling-with-shane-gibson/). In sales your ability to find new opportunities and fill your funnel constantly is the oxygen your career lives on. Without prospecting continually your sales career will come to an abrupt end. Have a listen to today's sales podcast. I'm looking forward to your feedback. If you haven't signed up for the program you can join at anytime by signing up below: Enter your Email Preview (http://www.feedblitz.com/f?previewfeed=561080) | Powered by FeedBlitz (http://www.feedblitz.com) Shane Gibson no 11:04 http://www.closingbigger.net/2009/05/3-guerilla-social-media-marketing-secrets/ http://www.closingbigger.net/2009/05/3-guerilla-social-media-marketing-secrets/#comments Sat, 23 May 2009 05:57:55 +0000 Shane Gibson http://www.closingbigger.net/?p=370 http://www.closingbigger.net/2009/05/3-guerilla-social-media-marketing-secrets/feed/ http://www.closingbigger.net/2009/05/linkedin-prospecting-day-5-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/linkedin-prospecting-day-5-of-the-28-days-to-better-selling/#comments Fri, 22 May 2009 22:10:59 +0000 Shane Gibson http://www.closingbigger.net/?p=365 http://www.closingbigger.net/2009/05/linkedin-prospecting-day-5-of-the-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,linkedin,linkedin for sales,Sales Podcast,sales training,Sales Training Canada Today's sales podcast is Day 5 of The 28 days to Better Selling and is focused on using Linkedin as a prospecting tool. There are many aspects of Linkedin but today we going to focus on the function that enables us to get introduced to a prospect thr... Today's sales podcast is Day 5 of The 28 days to Better Selling and is focused on using Linkedin as a prospecting tool. There are many aspects of Linkedin (http://linkedin.com) but today we going to focus on the function that enables us to get introduced to a prospect through a friend. Your assignment today is to connect with three prospects through Linkedin. Step 1: Search for an individual using targeted criteria Step 2: Click through their profile and select get introduced through a connection Step 3: Send a non-pitch short introduction to connect and learn more about each other. (http://www.closingbigger.net/wp-content/uploads/2009/05/picture-33.png) It's one the easiest ways to make connections but it is very underused. Good luck! If you haven't signed up for the program you can join at anytime by signing up below: Enter your Email Preview (http://www.feedblitz.com/f?previewfeed=561080) | Powered by FeedBlitz (http://www.feedblitz.com) Shane Gibson no 4:36 http://www.closingbigger.net/2009/05/day-4-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/day-4-of-the-28-days-to-better-selling/#comments Thu, 21 May 2009 19:12:39 +0000 Shane Gibson http://www.closingbigger.net/?p=363 http://www.closingbigger.net/2009/05/day-4-of-the-28-days-to-better-selling/feed/ http://www.closingbigger.net/2009/05/day-3-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/day-3-of-the-28-days-to-better-selling/#comments Wed, 20 May 2009 20:10:45 +0000 Shane Gibson http://www.closingbigger.net/?p=361 http://www.closingbigger.net/2009/05/day-3-of-the-28-days-to-better-selling/feed/ 28 days to better selling,free sales training,Sales Podcast,sales prospecting,shane gibson Today's daily discipline is Prospecting. There are many types of prospecting and we will focus on several approaches over the next few days. Today's focus is on in-person or one-on-one prospecting. Tomorrow I will be giving the top prospector $500 wo... Today's daily discipline is Prospecting. There are many types of prospecting and we will focus on several approaches over the next few days. Today's focus is on in-person or one-on-one prospecting. Tomorrow I will be giving the top prospector $500 worth of my personal time, coaching one-on-one via telephone or in person if you are located nearby. Here's your assignment: 1) Listen to today's podcast 2) Follow the CCIC formula (mentioned in the podcast) and make as many new connections as possible within 24 hours of the posting time of this blog/podcast. 3) Report back with how many people you met, and what you learned. The person who collects the most cards and/or has the best story wins. You can report back by video by clicking the seesmic icon near the comments box as well. Good luck and happy prospecting! If you haven't signed up for the program you can join at anytime by signing up below: Enter your Email Preview (http://www.feedblitz.com/f?previewfeed=561080) | Powered by FeedBlitz (http://www.feedblitz.com) Shane Gibson no 7:50 http://www.closingbigger.net/2009/05/sales-training-28-days-program/ http://www.closingbigger.net/2009/05/sales-training-28-days-program/#comments Tue, 19 May 2009 21:00:26 +0000 Shane Gibson http://www.closingbigger.net/?p=360 http://www.closingbigger.net/2009/05/sales-training-28-days-program/feed/ http://www.closingbigger.net/2009/05/10-tips-on-doing-business-in-vancouver/ http://www.closingbigger.net/2009/05/10-tips-on-doing-business-in-vancouver/#comments Tue, 19 May 2009 14:41:41 +0000 Shane Gibson http://www.closingbigger.net/?p=358 http://www.closingbigger.net/2009/05/10-tips-on-doing-business-in-vancouver/feed/ http://www.closingbigger.net/2009/05/day-1-of-the-28-days-to-better-selling/ http://www.closingbigger.net/2009/05/day-1-of-the-28-days-to-better-selling/#comments Mon, 18 May 2009 23:41:36 +0000 Shane Gibson http://www.closingbigger.net/?p=356 http://www.closingbigger.net/2009/05/day-1-of-the-28-days-to-better-selling/feed/ 28 days to better selling Today is Day 1 of the 28 days to Better Selling. Over the next 28 days you will work on 28 small shifts that will add up to a significant improvement in the way you sell. - Today's topic is on "The ABC's of Targeting Today is Day 1 of the 28 days to Better Selling. Over the next 28 days you will work on 28 small shifts that will add up to a significant improvement in the way you sell. Today's topic is on "The ABC's of Targeting." Watch the video ( or direct download (http://CLOSINGBIGGER.NET/wp-content/uploads/sales-training-podcast/Day1.m4v)) here, and complete the 5 steps outlined below: * Make a list of all possible criteria * Pick the top 5 to 7 that are absolutes * Compare that to your last 10 business transactions * Answer the question: What could you do to better target or profile clients? * Visit http://closingbigger.net to share your thoughts in the comment section. If you haven't signed up for the program you can join at anytime by signing up below: Enter your Email Preview (http://www.feedblitz.com/f?previewfeed=561080) | Powered by FeedBlitz (http://www.feedblitz.com) Shane Gibson no http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-secrets/ http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-secrets/#comments Fri, 15 May 2009 19:03:11 +0000 Shane Gibson http://www.closingbigger.net/?p=354 http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-secrets/feed/ http://www.closingbigger.net/2009/05/28-days-to-better-selling-starts-may-18th-2009/ http://www.closingbigger.net/2009/05/28-days-to-better-selling-starts-may-18th-2009/#comments Thu, 14 May 2009 19:57:09 +0000 Shane Gibson http://www.closingbigger.net/?p=352 http://www.closingbigger.net/2009/05/28-days-to-better-selling-starts-may-18th-2009/feed/ http://www.closingbigger.net/2009/05/social-media-roi-for-business/ http://www.closingbigger.net/2009/05/social-media-roi-for-business/#comments Thu, 14 May 2009 16:03:50 +0000 Shane Gibson http://www.closingbigger.net/?p=350 http://www.closingbigger.net/2009/05/social-media-roi-for-business/feed/ social media,social media return on investment,social media ROI,social networking for sales,twitter for sales The most common question I hear as a consultant when working with clients to integrate their sales, marketing and social media strategies is "What is the ROI ( Return on Investment ) for Social Media and Social Networks The most common question I hear as a consultant when working with clients to integrate their sales, marketing and social media strategies is "What is the ROI ( Return on Investment ) for Social Media and Social Networks." Many business people and companies struggle with the ROI on tools like Twitter, Blogging, FaceBook, or Video online.  Based upon a book I have been working on called "Social ROI" which addresses the ROI in community engagement I have put together this podcast on 26 ways to measure Social Media ROI. Your feedback would be greatly appreciated (especially if I missed one!). (Direct Download (http://CLOSINGBIGGER.NET/wp-content/uploads/sales-training-podcast/socialROI.mp3)) [display_podcast] - (http://www.closingbigger.net/wp-content/uploads/2009/05/social-media-roi.jpg) Shane Gibson no http://www.closingbigger.net/2009/05/marketing-and-sales-have-changed-have-you/ http://www.closingbigger.net/2009/05/marketing-and-sales-have-changed-have-you/#comments Tue, 12 May 2009 23:15:39 +0000 Shane Gibson http://www.closingbigger.net/?p=347 http://www.closingbigger.net/2009/05/marketing-and-sales-have-changed-have-you/feed/ closing bigger,free sales training,sales course,Sales Podcast,Sales Training Canada,social media,social media training,twitter Today's Reality: Today's consumer has a lot of choice. They also have access to many points in the distribution chain that they never had before. This poses many opportunities for entrepreneurs, sales professionals, and anyone else involved in the v... Today's Reality: Today's consumer has a lot of choice. They also have access to many points in the distribution chain that they never had before. This poses many opportunities for entrepreneurs, sales professionals, and anyone else involved in the value chain. Marketing and sales has changed. This is a positive thing for progressive marketers and sales people, but it also offers up many challenges for those who are selling like it was 1999. Have a listen to today's sales podcast to find out the three key skills and tools necessary to engage today's consumer and client: [display_podcast] - Special event: 28 Days to Better Selling Launches May 18th 2009: 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. There is no charge for this event and program. To Register for the program please enter your e-mail address below: Enter your Email Preview (http://www.feedblitz.com/f?previewfeed=561080) | Powered by FeedBlitz (http://www.feedblitz.com) Shane Gibson no 6:54 http://www.closingbigger.net/2009/05/28-days-to-better-selling-with-shane-gibson/ http://www.closingbigger.net/2009/05/28-days-to-better-selling-with-shane-gibson/#comments Sat, 09 May 2009 21:26:07 +0000 Shane Gibson http://www.closingbigger.net/?p=346 http://www.closingbigger.net/2009/05/28-days-to-better-selling-with-shane-gibson/feed/ http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-tips/ http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-tips/#comments Mon, 04 May 2009 18:19:41 +0000 Shane Gibson http://www.closingbigger.net/?p=343 http://www.closingbigger.net/2009/05/3-guerrilla-social-media-marketing-tips/feed/ http://www.closingbigger.net/2009/05/top-sales-blogs-and-top-sales-podcasts-this-week/ http://www.closingbigger.net/2009/05/top-sales-blogs-and-top-sales-podcasts-this-week/#comments Sun, 03 May 2009 21:34:16 +0000 Shane Gibson http://www.closingbigger.net/?p=342 http://www.closingbigger.net/2009/05/top-sales-blogs-and-top-sales-podcasts-this-week/feed/ http://www.closingbigger.net/2009/05/social-media-tips/ http://www.closingbigger.net/2009/05/social-media-tips/#comments Sun, 03 May 2009 04:13:56 +0000 Shane Gibson http://www.closingbigger.net/?p=340 http://www.closingbigger.net/2009/05/social-media-tips/feed/ http://www.closingbigger.net/2009/04/jay-levinson-guerrilla-marketing-video-interview-with-shane-gibson/ http://www.closingbigger.net/2009/04/jay-levinson-guerrilla-marketing-video-interview-with-shane-gibson/#comments Fri, 01 May 2009 01:26:40 +0000 Shane Gibson http://www.closingbigger.net/?p=339 http://www.closingbigger.net/2009/04/jay-levinson-guerrilla-marketing-video-interview-with-shane-gibson/feed/ http://www.closingbigger.net/2009/04/darcy-rezacs-networking-tip-of-the-week/ http://www.closingbigger.net/2009/04/darcy-rezacs-networking-tip-of-the-week/#comments Sun, 26 Apr 2009 12:51:40 +0000 Shane Gibson http://www.closingbigger.net/?p=338 http://www.closingbigger.net/2009/04/darcy-rezacs-networking-tip-of-the-week/feed/ http://www.closingbigger.net/2009/04/finding-your-voice-in-social-media-sales-and-leadership/ http://www.closingbigger.net/2009/04/finding-your-voice-in-social-media-sales-and-leadership/#comments Mon, 20 Apr 2009 20:50:08 +0000 Shane Gibson http://www.closingbigger.net/?p=336 http://www.closingbigger.net/2009/04/finding-your-voice-in-social-media-sales-and-leadership/feed/ closing bigger,Finding your voice,leadership podcast,Sales Podcast,sales training,shane gibson,social media podcast,social media training,twitter for sales This week I made a statement on Twitter saying "Find your voice and then your tribe will find you."  I got several responses and one of them as a good question. The question was: LesleyChang: @shanegibson What's the best way to refine your voice? This week I made a statement on Twitter saying "Find your voice and then your tribe will find you."  I got several responses and one of them as a good question. The question was: LesleyChang (http://twitter.com/LesleyChang): @shanegibson What's the best way to refine your voice? That's a great question so I thought I would answer it in the form of a podcast today. - [display_podcast] - Shane Gibson no http://www.closingbigger.net/2009/04/top-10-sales-blog-and-podcast-entries-of-the-week/ http://www.closingbigger.net/2009/04/top-10-sales-blog-and-podcast-entries-of-the-week/#comments Mon, 20 Apr 2009 07:27:22 +0000 Shane Gibson http://www.closingbigger.net/?p=334 http://www.closingbigger.net/2009/04/top-10-sales-blog-and-podcast-entries-of-the-week/feed/ http://www.closingbigger.net/2009/04/why-writing-a-book-in-more-than-90-days-is-not-an-option/ http://www.closingbigger.net/2009/04/why-writing-a-book-in-more-than-90-days-is-not-an-option/#comments Sun, 19 Apr 2009 21:31:34 +0000 Shane Gibson http://www.closingbigger.net/?p=333 http://www.closingbigger.net/2009/04/why-writing-a-book-in-more-than-90-days-is-not-an-option/feed/ http://www.closingbigger.net/2009/04/social-crm-the-future-of-sales-and-marketing/ http://www.closingbigger.net/2009/04/social-crm-the-future-of-sales-and-marketing/#comments Thu, 16 Apr 2009 22:00:01 +0000 Shane Gibson http://www.closingbigger.net/?p=332 http://www.closingbigger.net/2009/04/social-crm-the-future-of-sales-and-marketing/feed/ Sales Podcast,social crm,social media monitoring,social media podcast,social media training I believe that CRM or customer relationships management software is going to be going through some major changes in the next 24 to 36 months.  Not all organizations will have a need for this change, but for those of us who will benefit from this nex... I believe that CRM or customer relationships management software is going to be going through some major changes in the next 24 to 36 months.  Not all organizations will have a need for this change, but for those of us who will benefit from this next generation CRM it is an exciting development. Jeremiah Owyang (http://web-strategist.com) was one of the first people I heard talk about it. What I am talking about is real time, permission based data on clients that will have the potential to tell us everything from what time of day they are most likely to answer a twitter comment from us to what events they are attending and what brand of TV they prefer or "favorite." This data is available on most contacts you have if you are connected to them on Facebook, Twitter, and Linkedin but the challenge is managing the noise and the chaos to hone in on the events, preferences, and people that matter most to your sales, networking and community building efforts. A comment made to me on Twitter just moments after recording this podcast was: From: @Raize604 (http://twitter.com/Raize604) @shanegibson (http://twitter.com/shanegibson) it's also more high maintenance CRM which makes me wonder if its worth it" (He was referring to all the trouble with watching clients and prospects on multiple networks) (http://twitter.com/shanegibson/status/1536687186) A properly engineered and formatted Social CRM can pull all of this data for you, filter it, help you focus on a target group and tell you when specific people or groups are most responsive to what messages in what mediums.  Here's today's sales podcast on Social CRM: [display_podcast] Shane Gibson no http://www.closingbigger.net/2009/04/sales-leadership-navy-seal-style/ http://www.closingbigger.net/2009/04/sales-leadership-navy-seal-style/#comments Thu, 16 Apr 2009 02:47:02 +0000 Shane Gibson http://www.closingbigger.net/?p=330 http://www.closingbigger.net/2009/04/sales-leadership-navy-seal-style/feed/ leadership lessons of the Navy Seals,leadership podcast,military sales,navy seal,Sales Podcast,Sales Training Canada,shane gibson - I picked up my copy of Leadership Lessons of the Navy Seals today and it really got me thinking about how casual or loose most sales teams and organizations are. If I was to go into battle (so to speak) how many sales people that I know would I a... (http://www.closingbigger.net/wp-content/uploads/2009/04/navy-seals-leadership-sales.jpg) I picked up my copy of Leadership Lessons of the Navy Seals (http://shop.navyseals.com/leadership-lessons-of-the-navy-seals-1534.html) today and it really got me thinking about how casual or loose most sales teams and organizations are. If I was to go into battle (so to speak) how many sales people that I know would I actually bring with me? Who could I count? Who can count on me?  Today's podcast is about how sales management and sales professionals can learn from the leadership lessons of the Navy Seals. [display_podcast] Shane Gibson no http://www.closingbigger.net/2009/04/sales-podcast-5-easy-ways-to-boost-sales-and-motivation-now/ http://www.closingbigger.net/2009/04/sales-podcast-5-easy-ways-to-boost-sales-and-motivation-now/#comments Wed, 15 Apr 2009 16:07:07 +0000 Shane Gibson http://www.closingbigger.net/?p=329 http://www.closingbigger.net/2009/04/sales-podcast-5-easy-ways-to-boost-sales-and-motivation-now/feed/ Sales Blog,sales momentum,Sales Podcast,sales rut,Sales Training Canada,sales training south africa,shane gibson Today's podcast is about applying 5 easy steps to increase the momentum in your business or sales process.  If you have been going through the motions or not feeling motivated today's podcast will hopefully give you a boost. - [display_podcast] Today's podcast is about applying 5 easy steps to increase the momentum in your business or sales process.  If you have been going through the motions or not feeling motivated today's podcast will hopefully give you a boost. [display_podcast] Shane Gibson no http://www.closingbigger.net/2009/04/sociable-wow-we-wrote-the-book-in-less-than-90-days/ http://www.closingbigger.net/2009/04/sociable-wow-we-wrote-the-book-in-less-than-90-days/#comments Wed, 15 Apr 2009 05:16:34 +0000 Shane Gibson http://www.closingbigger.net/?p=328 http://www.closingbigger.net/2009/04/sociable-wow-we-wrote-the-book-in-less-than-90-days/feed/ http://www.closingbigger.net/2009/04/ceos-on-twitter-interview-video/ http://www.closingbigger.net/2009/04/ceos-on-twitter-interview-video/#comments Tue, 14 Apr 2009 16:24:06 +0000 Shane Gibson http://www.closingbigger.net/?p=327 http://www.closingbigger.net/2009/04/ceos-on-twitter-interview-video/feed/ http://www.closingbigger.net/2009/04/hey-clueless-networker-maybe-theyre-just-not-into-you-anyway/ http://www.closingbigger.net/2009/04/hey-clueless-networker-maybe-theyre-just-not-into-you-anyway/#comments Mon, 13 Apr 2009 16:59:08 +0000 Shane Gibson http://www.closingbigger.net/?p=325 http://www.closingbigger.net/2009/04/hey-clueless-networker-maybe-theyre-just-not-into-you-anyway/feed/ networking,Sales Podcast,Sales Training Canada,social media for sales,twitter for sales Today's podcast is possibly about why your prospects aren't calling you back.  I've created a bit of a monster, several events here in Vancouver and abroad where I have been telling people that attending events like The Vancouver Sales Performance M... (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg)Today's podcast is possibly about why your prospects aren't calling you back.  I've created a bit of a monster, several events here in Vancouver and abroad where I have been telling people that attending events like The Vancouver Sales Performance Meetup (http://www.meetup.com/vancouver-sales/), various Vancouver Board of Trade Functions (http://www.boardoftrade.com/vbot_events.asp?pageid=32), Tweetups (http://salesvideopodcast.com/2009/04/09/what-the-heck-is-a-tweetup/) and industry functions is how to grow business. This is not true. It only works if you're doing it the right way. Some once said part of success is just showing up. To add to this it's about HOW YOU SHOW UP. Have a listen (Be warned this one may offend those who don't enjoy sarcasm): [display_podcast] Shane Gibson no http://www.closingbigger.net/2009/04/top-sales-blogs-and-podcasts-this-week/ http://www.closingbigger.net/2009/04/top-sales-blogs-and-podcasts-this-week/#comments Mon, 13 Apr 2009 00:09:05 +0000 Shane Gibson http://www.closingbigger.net/?p=322 http://www.closingbigger.net/2009/04/top-sales-blogs-and-podcasts-this-week/feed/ http://www.closingbigger.net/2009/04/sales-podcast-10-ways-to-avoid-cold-calling/ http://www.closingbigger.net/2009/04/sales-podcast-10-ways-to-avoid-cold-calling/#comments Wed, 08 Apr 2009 15:58:19 +0000 Shane Gibson http://www.closingbigger.net/?p=321 http://www.closingbigger.net/2009/04/sales-podcast-10-ways-to-avoid-cold-calling/feed/ http://www.closingbigger.net/2009/04/sociable-by-stephen-jagger-and-shane-gibson/ http://www.closingbigger.net/2009/04/sociable-by-stephen-jagger-and-shane-gibson/#comments Thu, 02 Apr 2009 19:21:46 +0000 Shane Gibson http://www.closingbigger.net/?p=317 http://www.closingbigger.net/2009/04/sociable-by-stephen-jagger-and-shane-gibson/feed/ http://www.closingbigger.net/2009/03/professional-sales-diploma-program-launched-in-partnership-with-the-academy-of-learning/ http://www.closingbigger.net/2009/03/professional-sales-diploma-program-launched-in-partnership-with-the-academy-of-learning/#comments Sun, 22 Mar 2009 04:13:58 +0000 Shane Gibson http://www.closingbigger.net/?p=309 http://www.closingbigger.net/2009/03/professional-sales-diploma-program-launched-in-partnership-with-the-academy-of-learning/feed/ http://www.closingbigger.net/2009/03/sales-podcast-transactional-vs-relationship-focused-selling/ http://www.closingbigger.net/2009/03/sales-podcast-transactional-vs-relationship-focused-selling/#comments Wed, 18 Mar 2009 22:33:37 +0000 Shane Gibson http://www.closingbigger.net/?p=306 http://www.closingbigger.net/2009/03/sales-podcast-transactional-vs-relationship-focused-selling/feed/ relationship selling,Sales Podcast,sales training,Sales Training Canada,sales training usa,transactional selling,twitter Today's podcast comes from a question submitted to me by Dave Macdonald via twitter (@davemacdonald).  Here's what he asked: "What are some sound strategies to ensure that positive or negative momentum doesn't result in purely transactional behaviou... Today's podcast comes from a question submitted to me by Dave Macdonald (http://www.davemacdonald.ca/) via twitter (@davemacdonald (http://twitter.com/davemacdonald)).  Here's what he asked: "What are some sound strategies to ensure that positive or negative momentum doesn't result in purely transactional behaviour?" (http://www.closingbigger.net/wp-content/uploads/2009/03/picture-17.png) It's an interesting question. Falling into being transactional when things are going well or when things are not going well is a bad long term sales and business strategy.  Non-transactional selling is relationship based, focused, purposeful and customized for your client and market. I answered his question via podcast. If you have a sales question you want answered follow me on Twitter. (http://twitter.com/shanegibson) Here's today's podcast: - [display_podcast] - Shane Gibson no 5:16 http://www.closingbigger.net/2009/03/sales-training-vs-sales-coaching-or-cut-them-both/ http://www.closingbigger.net/2009/03/sales-training-vs-sales-coaching-or-cut-them-both/#comments Mon, 16 Mar 2009 22:43:49 +0000 Shane Gibson http://www.closingbigger.net/?p=304 http://www.closingbigger.net/2009/03/sales-training-vs-sales-coaching-or-cut-them-both/feed/ sales,sales coaching,Sales Podcast,sales training,Sales Training Canada,shane gibson I read a blog entry posted by @salesbloggers via Twitter the other day and it inspired this podcast. The entry by Steven Rosen claims that sales training is a non-revenue generating activity. Great sales training is just that, it gives sales professi... (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg)I read a blog entry (http://www.salesmanagement20.com/profiles/blogs/ok-sales-are-down-what-can-you) posted by @salesbloggers (http://twitter.com/salesbloggers) via Twitter the other day and it inspired this podcast. The entry by Steven Rosen (http://www.salesmanagement20.com/profiles/blog/list?user=3m65lcunf4zdf) claims that sales training is a non-revenue generating activity. Great sales training is just that, it gives sales professionals more efficient approaches and processes to close deals. If you could pull together your sales team for three hours, give them just three things to implement that would increase their efficiency by even 5% your Return on Investment over the next 90 days would be worth much more than the 3 hours they spent out of the field. In addition to this, I found the blog entry to be another one of many coaching versus training blog entries. Why can't we all just get along? Organizations that really have their sales performance strategy together will be driving forward with both training and coaching working synergistically. Each plays and important role in maintaining competitiveness, motivation and retaining star players. Have a listen to my rant on this topic: [display_podcast] - Shane Gibson no 8:44 http://www.closingbigger.net/2009/03/relationship-selling-training/ http://www.closingbigger.net/2009/03/relationship-selling-training/#comments Mon, 16 Mar 2009 22:01:52 +0000 Shane Gibson http://www.closingbigger.net/?p=302 http://www.closingbigger.net/2009/03/relationship-selling-training/feed/ sales,sales pipeline,Sales Podcast,sales training,Sales Training Canada,shane gibson,social media Many people talk about the sales pipeline.  I have heard many people comment on the fact that they have a lot of business in the pipeline. When prodded further they can't tell me how strong their relationship is with each client (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg)Many people talk about the sales pipeline.  I have heard many people comment on the fact that they have a lot of business in the pipeline. When prodded further they can't tell me how strong their relationship is with each client. Even fewer people have a method of measuring where they are at.  You just can't predict when a deal will close unless you have a handle on the relationship. Have a listen to today's podcast: [display_podcast] - Shane Gibson no 10:25 http://www.closingbigger.net/2009/03/integrated-social-media-networking-training/ http://www.closingbigger.net/2009/03/integrated-social-media-networking-training/#comments Sun, 15 Mar 2009 09:16:06 +0000 Shane Gibson http://www.closingbigger.net/?p=300 http://www.closingbigger.net/2009/03/integrated-social-media-networking-training/feed/ http://www.closingbigger.net/2009/03/twitter-wont-kill-you-but-ignoring-it-might/ http://www.closingbigger.net/2009/03/twitter-wont-kill-you-but-ignoring-it-might/#comments Wed, 11 Mar 2009 05:53:11 +0000 Shane Gibson http://www.closingbigger.net/?p=297 http://www.closingbigger.net/2009/03/twitter-wont-kill-you-but-ignoring-it-might/feed/ http://www.closingbigger.net/2009/03/darcy-rezac-s-networking-tip-of-the-week-2/ http://www.closingbigger.net/2009/03/darcy-rezac-s-networking-tip-of-the-week-2/#comments Tue, 03 Mar 2009 06:40:26 +0000 Shane Gibson http://www.closingbigger.net/?p=296 http://www.closingbigger.net/2009/03/darcy-rezac-s-networking-tip-of-the-week-2/feed/ http://www.closingbigger.net/2009/02/are-you-giving-your-power-away-to-the-wrong-coach-or-mentor/ http://www.closingbigger.net/2009/02/are-you-giving-your-power-away-to-the-wrong-coach-or-mentor/#comments Fri, 27 Feb 2009 20:57:59 +0000 Shane Gibson http://www.closingbigger.net/?p=291 http://www.closingbigger.net/2009/02/are-you-giving-your-power-away-to-the-wrong-coach-or-mentor/feed/ coaching,find a mentor,Leadership,mentorship,sales coaching,Sales Training Canada,shane gibson Today'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. (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg)Today'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. [display_podcast] Shane Gibson no 5:36 http://www.closingbigger.net/2009/02/leadership-in-a-digital-age-is-there-a-leadership-20/ http://www.closingbigger.net/2009/02/leadership-in-a-digital-age-is-there-a-leadership-20/#comments Thu, 26 Feb 2009 18:40:36 +0000 Shane Gibson http://www.closingbigger.net/?p=289 http://www.closingbigger.net/2009/02/leadership-in-a-digital-age-is-there-a-leadership-20/feed/ leadership 2.0,sales 2.0,sales training,social media,social media leadership,twitter - I've heard many people (including myself) talk about the fact that the rules of business have changed.  In sales and marketing this is true. - What's interesting is that the rules of leadership are universal (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg) I've heard many people (including myself) talk about the fact that the rules of business have changed.  In sales and marketing this is true. What's interesting is that the rules of leadership are universal. Offline and online networking and building social capital follow a very similar strategy. Today's podcast addresses this challenge and opportunity. [display_podcast] Shane Gibson no 8:14 http://www.closingbigger.net/2009/02/darcy-rezac-s-networking-tip-of-the-week/ http://www.closingbigger.net/2009/02/darcy-rezac-s-networking-tip-of-the-week/#comments Sun, 22 Feb 2009 19:50:18 +0000 Shane Gibson http://www.closingbigger.net/?p=287 http://www.closingbigger.net/2009/02/darcy-rezac-s-networking-tip-of-the-week/feed/ http://www.closingbigger.net/2009/02/whats-your-social-media-profile/ http://www.closingbigger.net/2009/02/whats-your-social-media-profile/#comments Thu, 12 Feb 2009 22:46:32 +0000 Shane Gibson http://www.closingbigger.net/?p=284 http://www.closingbigger.net/2009/02/whats-your-social-media-profile/feed/ http://www.closingbigger.net/2009/02/questions-to-ask-before-taking-that-high-tech-sales-job-offer/ http://www.closingbigger.net/2009/02/questions-to-ask-before-taking-that-high-tech-sales-job-offer/#comments Thu, 12 Feb 2009 01:43:28 +0000 Shane Gibson http://www.closingbigger.net/?p=282 http://www.closingbigger.net/2009/02/questions-to-ask-before-taking-that-high-tech-sales-job-offer/feed/ http://www.closingbigger.net/2009/02/operationalizing-your-sales-strategy/ http://www.closingbigger.net/2009/02/operationalizing-your-sales-strategy/#comments Wed, 11 Feb 2009 23:52:41 +0000 Shane Gibson http://www.closingbigger.net/?p=280 http://www.closingbigger.net/2009/02/operationalizing-your-sales-strategy/feed/ http://www.closingbigger.net/2009/02/peter-legge-video-be-bold/ http://www.closingbigger.net/2009/02/peter-legge-video-be-bold/#comments Mon, 09 Feb 2009 18:24:35 +0000 Shane Gibson http://www.closingbigger.net/?p=277 http://www.closingbigger.net/2009/02/peter-legge-video-be-bold/feed/ http://www.closingbigger.net/2009/02/selling-web-solutions-and-technology/ http://www.closingbigger.net/2009/02/selling-web-solutions-and-technology/#comments Mon, 09 Feb 2009 05:14:16 +0000 Shane Gibson http://www.closingbigger.net/?p=265 http://www.closingbigger.net/2009/02/selling-web-solutions-and-technology/feed/ http://www.closingbigger.net/2009/02/selling-technology-it-sales-tips/ http://www.closingbigger.net/2009/02/selling-technology-it-sales-tips/#comments Sun, 08 Feb 2009 01:46:32 +0000 Shane Gibson http://www.closingbigger.net/?p=263 http://www.closingbigger.net/2009/02/selling-technology-it-sales-tips/feed/ http://www.closingbigger.net/2009/02/complex-sales-training-blog/ http://www.closingbigger.net/2009/02/complex-sales-training-blog/#comments Sun, 08 Feb 2009 01:32:50 +0000 Shane Gibson http://www.closingbigger.net/?p=262 http://www.closingbigger.net/2009/02/complex-sales-training-blog/feed/ http://www.closingbigger.net/2009/02/influencing-top-level-decision-makers/ http://www.closingbigger.net/2009/02/influencing-top-level-decision-makers/#comments Tue, 03 Feb 2009 19:55:54 +0000 Shane Gibson http://www.closingbigger.net/?p=259 http://www.closingbigger.net/2009/02/influencing-top-level-decision-makers/feed/ http://www.closingbigger.net/2009/02/sales-blog-selling-intangible-solutions/ http://www.closingbigger.net/2009/02/sales-blog-selling-intangible-solutions/#comments Tue, 03 Feb 2009 03:00:19 +0000 Shane Gibson http://www.closingbigger.net/?p=258 http://www.closingbigger.net/2009/02/sales-blog-selling-intangible-solutions/feed/ http://www.closingbigger.net/2009/01/getting-real-about-prospects-is-it-really-a-sales-lead/ http://www.closingbigger.net/2009/01/getting-real-about-prospects-is-it-really-a-sales-lead/#comments Fri, 30 Jan 2009 00:25:24 +0000 Shane Gibson http://www.closingbigger.net/?p=255 http://www.closingbigger.net/2009/01/getting-real-about-prospects-is-it-really-a-sales-lead/feed/ prospecting,sales funnel,sales pipeline,Sales Podcast,shane gibson,symvolli This is a question that I get a lot. I look at a sales professional's prospect list and pipeline and it looks full. Then we begin to ask questions about what criteria has been used to qualify them for our time and energy through-out the sales process... (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg)This is a question that I get a lot. I look at a sales professional's prospect list and pipeline and it looks full. Then we begin to ask questions about what criteria has been used to qualify them for our time and energy through-out the sales process. We often find many un-profitable prospects on the list. Symvolli (http://www.symvolli.com/business_performance/blog/) has done a great podcast on this topic as well (I listened to it and thought I'd post a response via podcast). The key here is it's better to "get real" about what we truly have for opportunities and then build a solid plan to help us get to where we want to go.  The alternative, pushing unqualified leads through the pipeline is exhausting and will have us show up short of quota at the end of the year. [display_podcast] Shane Gibson no 8:06 http://www.closingbigger.net/2009/01/using-internet-marketing-for-sales-and-recruiting-with-49abovecom/ http://www.closingbigger.net/2009/01/using-internet-marketing-for-sales-and-recruiting-with-49abovecom/#comments Thu, 29 Jan 2009 23:25:04 +0000 Shane Gibson http://www.closingbigger.net/?p=252 http://www.closingbigger.net/2009/01/using-internet-marketing-for-sales-and-recruiting-with-49abovecom/feed/ 49 above,49above,forty-nine above,sarah villneuve bundy,shane gibson,twitter,twitter for sales - Today's podcast is an interview with Sarah Villeneuve Bundy Co-Founder of 49 Above Marketing a multilingual full service internet marketing firm with clients in Canada, USA and numerous other countries (http://www.closingbigger.net/wp-content/uploads/2009/01/picture-5.png) Today's podcast is an interview with Sarah Villeneuve Bundy (http://www.sarahvbundy.com) Co-Founder of 49 Above Marketing (http://www.49above.com) a multilingual full service internet marketing firm with clients in Canada, USA and numerous other countries. Sarah was on the show today to share with us how to put together a comprehensive sales and recruiting strategy.  Some of the tools we discussed were Twitter, SEO (Search Engine Optimization) PPC ( pay-per-click campaigns ), blogging, and the power of "Long-Tail (http://www.thelongtail.com/)" keywords in attracting the right prospects. [display_podcast] Shane Gibson no 19:16 http://www.closingbigger.net/2009/01/social-media-phobia-why-executives-arent-onboard/ http://www.closingbigger.net/2009/01/social-media-phobia-why-executives-arent-onboard/#comments Tue, 27 Jan 2009 22:22:36 +0000 Shane Gibson http://www.closingbigger.net/?p=251 http://www.closingbigger.net/2009/01/social-media-phobia-why-executives-arent-onboard/feed/ http://www.closingbigger.net/2009/01/leading-in-turbulent-times-with-mike-desjardins/ http://www.closingbigger.net/2009/01/leading-in-turbulent-times-with-mike-desjardins/#comments Thu, 22 Jan 2009 19:07:00 +0000 Shane Gibson http://www.closingbigger.net/?p=248 http://www.closingbigger.net/2009/01/leading-in-turbulent-times-with-mike-desjardins/feed/ authentic leadership,leading in tough times,mike desjardins,vancouver consulting 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 ... (http://www.closingbigger.net/wp-content/uploads/2009/01/mike.png)On todays podcast we have Mike Desjardins (http://mikedesjardins.com), Driver of Virtus Inc. (http://www.virtusinc.com) talking about "Leading in Turbulent Times."  This discussion took us on a path to discussing everything from Authentic Leadership (http://mikedesjardins.wordpress.com/2008/11/04/leadership-in-the-land-of-google/) 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. [display_podcast] Click Below to Add to itunes (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg) Shane Gibson no 19:25 http://www.closingbigger.net/2009/01/ceo-attraction-sales-podcast-on-selling-to-ceos/ http://www.closingbigger.net/2009/01/ceo-attraction-sales-podcast-on-selling-to-ceos/#comments Wed, 21 Jan 2009 19:56:25 +0000 Shane Gibson http://www.closingbigger.net/?p=244 http://www.closingbigger.net/2009/01/ceo-attraction-sales-podcast-on-selling-to-ceos/feed/ c level,Sales Podcast,sales training,selling to ceo,shane gibson Today's sales podcast is about the law of attraction as it relates to selling to CEO's. It's not about "Can I relate to them?" it's about "how can I make it easy for them to relate to me?" - [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg)Today's sales podcast is about the law of attraction as it relates to selling to CEO's. It's not about "Can I relate to them?" it's about "how can I make it easy for them to relate to me?" [display_podcast] Shane Gibson no 6:14 http://www.closingbigger.net/2009/01/work-the-pond-networking-tip-of-the-week/ http://www.closingbigger.net/2009/01/work-the-pond-networking-tip-of-the-week/#comments Sun, 18 Jan 2009 22:24:03 +0000 Shane Gibson http://www.closingbigger.net/?p=243 http://www.closingbigger.net/2009/01/work-the-pond-networking-tip-of-the-week/feed/ http://www.closingbigger.net/2009/01/sales-style-indicators-for-recruitment-and-leadership/ http://www.closingbigger.net/2009/01/sales-style-indicators-for-recruitment-and-leadership/#comments Tue, 13 Jan 2009 23:39:15 +0000 Shane Gibson http://www.closingbigger.net/?p=242 http://www.closingbigger.net/2009/01/sales-style-indicators-for-recruitment-and-leadership/feed/ http://www.closingbigger.net/2009/01/five-minutes-with-vito-podcast-with-shane-gibson/ http://www.closingbigger.net/2009/01/five-minutes-with-vito-podcast-with-shane-gibson/#comments Mon, 12 Jan 2009 21:00:06 +0000 Shane Gibson http://www.closingbigger.net/?p=240 http://www.closingbigger.net/2009/01/five-minutes-with-vito-podcast-with-shane-gibson/feed/ Anthony Parinello,Book Review,Five Minutes With VITO,Sales Blog,Sales Podcast,Sandler Training,VITO I recently received a copy of Five Minutes with VITO. I had already read "Selling to VITO" several years ago and often suggest that sales professionals who want to close big deals read it.  VITO stands for Very Important Top Officer and is in my opi... I recently received a copy of Five Minutes with VITO. I had already read "Selling to VITO" several years ago and often suggest that sales professionals who want to close big deals read it.  VITO stands for Very Important Top Officer and is in my opinion your most important prospect and target market.  This most recent iteration of Anthony Parinello's sales classic, now co-authored with David Mattson of Sandler Training is a timely, to the point and inspiring read. Five Minutes with VITO is a must read for those that are frustrated with long sales cycles, corporate dead-ends in the sales process, and pretty much anyone else who is serious about meeting their sales targets.  The book will not tell you where to find CEO prospects, nor will it talk much about key account management or "Closing the Deal." Instead it focuses on the critical 5 minutes with THE senior executive in your sales process, and how to deal with this true decision maker during this "make-you-or-break-you" window of time. Listen ot my full podcast review below: [display_podcast] Click the book to learn more... (http://www.closingbigger.net/wp-content/uploads/2009/01/21135.jpg) Click Below to Add to itunes (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg) Shane Gibson no 8:18 http://www.closingbigger.net/2009/01/filling-your-sales-funnel-fast-in-2009/ http://www.closingbigger.net/2009/01/filling-your-sales-funnel-fast-in-2009/#comments Wed, 07 Jan 2009 20:24:17 +0000 Shane Gibson http://www.closingbigger.net/?p=239 http://www.closingbigger.net/2009/01/filling-your-sales-funnel-fast-in-2009/feed/ goal setting,sales funnel,Sales Podcast,Sales Training Canada,shane gibson Today's sales podcast is about filling your sales funnel fast in 2009. We all want to exceed our goals for this year and the reality is what we did last year probably won't get us there.  We will need to invest more energy, time, and money and above... (http://www.salesintervention.org/wp-content/uploads/2008/06/feed1.jpg)Today's sales podcast is about filling your sales funnel fast in 2009. We all want to exceed our goals for this year and the reality is what we did last year probably won't get us there.  We will need to invest more energy, time, and money and above all think differently about the way we sell and run our business. [display_podcast] Direct MP3 Download Link (http://www.CLOSINGBIGGER.NET/wp-content/uploads/sales-training-podcast/funnel2009.mp3) Click Below to Add to itunes (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg) Shane Gibson no http://www.closingbigger.net/2008/12/top-10-twitter-tips-and-sales-and-business-gurus/ http://www.closingbigger.net/2008/12/top-10-twitter-tips-and-sales-and-business-gurus/#comments Wed, 24 Dec 2008 00:45:36 +0000 Shane Gibson http://www.closingbigger.net/?p=236 http://www.closingbigger.net/2008/12/top-10-twitter-tips-and-sales-and-business-gurus/feed/ http://www.closingbigger.net/2008/12/dealing-with-the-dark-side-of-business-criticism-and-failure/ http://www.closingbigger.net/2008/12/dealing-with-the-dark-side-of-business-criticism-and-failure/#comments Mon, 15 Dec 2008 21:05:35 +0000 Shane Gibson http://www.closingbigger.net/?p=232 http://www.closingbigger.net/2008/12/dealing-with-the-dark-side-of-business-criticism-and-failure/feed/ criticism,failure,fans,Sales Podcast,shane gibson,tribes If you're out there taking risks as a sales professional, or you're promoting a vision for your community, there's a good chance you're being criticized.  In fact the more you do often the more visible you are, and this equates to more opportunities... (http://www.closingbigger.net/wp-content/uploads/2008/12/picture-9.png)If you're out there taking risks as a sales professional, or you're promoting a vision for your community, there's a good chance you're being criticized.  In fact the more you do often the more visible you are, and this equates to more opportunities to create opposition. You may be a business leader that's transforming an industry, a teacher who does things differently in the classroom, or a blogger that pours your heart out for the world to see. Today's podcast is about you, and how you can tackle this challenge. - Namaste :) [display_podcast] Direct File Link to Listen (http://CLOSINGBIGGER.NET/wp-content/uploads/sales-training-podcast/critics.mp3) Shane Gibson no http://www.closingbigger.net/2008/12/having-an-on-purpose-and-successful-2009/ http://www.closingbigger.net/2008/12/having-an-on-purpose-and-successful-2009/#comments Mon, 15 Dec 2008 08:03:10 +0000 Shane Gibson http://www.closingbigger.net/?p=228 http://www.closingbigger.net/2008/12/having-an-on-purpose-and-successful-2009/feed/ goal setting,leadership podcast,motivational speaker,on-purpose,Sales Podcast,Sales Training Canada,values Sometimes as we're hit with constant marketing, social pressure, and community expectations we can set goals and strive for "things" that really don't inspire or matter to us. - We can forget the ultimate goal is happiness, and that happiness is rou... (http://www.closingbigger.net/wp-content/uploads/2008/12/picture-5.png)Sometimes as we're hit with constant marketing, social pressure, and community expectations we can set goals and strive for "things" that really don't inspire or matter to us. We can forget the ultimate goal is happiness, and that happiness is routed in truth.  The biggest truth happens when we are authentic and in line with our own personal values. In our values reside that which we love, and that which we are good at, our talents and our personal gifts are very close to those activities, people, and things that we value the most. You can follow me on Twitter: http://twitter.com/shanegibson (http://twitter.com/shanegibson). Today's Podcast is about identifying and searching for our deeper purpose in business, community and life. [display_podcast] Shane Gibson no 12:54 http://www.closingbigger.net/2008/12/captain-trevor-greene-peace-warrior-co-author/ http://www.closingbigger.net/2008/12/captain-trevor-greene-peace-warrior-co-author/#comments Sat, 13 Dec 2008 08:34:28 +0000 Shane Gibson http://www.closingbigger.net/?p=221 http://www.closingbigger.net/2008/12/captain-trevor-greene-peace-warrior-co-author/feed/ http://www.closingbigger.net/2008/12/social-media-and-social-networking-training-by-reachd/ http://www.closingbigger.net/2008/12/social-media-and-social-networking-training-by-reachd/#comments Wed, 03 Dec 2008 19:11:50 +0000 Shane Gibson http://www.closingbigger.net/?p=217 http://www.closingbigger.net/2008/12/social-media-and-social-networking-training-by-reachd/feed/ http://www.closingbigger.net/2008/11/rapport-building-its-about-being-totally-present/ http://www.closingbigger.net/2008/11/rapport-building-its-about-being-totally-present/#comments Fri, 28 Nov 2008 02:57:15 +0000 Shane Gibson http://www.closingbigger.net/?p=216 http://www.closingbigger.net/2008/11/rapport-building-its-about-being-totally-present/feed/ free sales podcast,rapport,rapport in sales,Sales Podcast,Sales Training Canada,shane gibson,trust. Today's sales podcast is about being totally present, aware and sincerly engaged.  Too many people feign rapport or interest and then whey wonder why they don't land the deal or are unable to fortify client relationships (http://www.salesintervention.org/wp-content/uploads/2008/06/feed1.jpg)Today's sales podcast is about being totally present, aware and sincerly engaged.  Too many people feign rapport or interest and then whey wonder why they don't land the deal or are unable to fortify client relationships.  Successful sales people are remembered because of the way they make people feel when they're in their presence.  Your feedback and thoughts on this podcast would be greatly appreciated. You can also follow me on Twitter: http://twitter.com/shanegibson (http://twitter.com/shanegibson). [display_podcast] Shane Gibson no 6:46 http://www.closingbigger.net/2008/11/ian-watt-certified-management-accountants-bc/ http://www.closingbigger.net/2008/11/ian-watt-certified-management-accountants-bc/#comments Wed, 26 Nov 2008 22:54:10 +0000 Shane Gibson http://www.closingbigger.net/?p=213 http://www.closingbigger.net/2008/11/ian-watt-certified-management-accountants-bc/feed/ http://www.closingbigger.net/2008/11/network-outside-of-your-silo-building-wealth-is-about-relationships/ http://www.closingbigger.net/2008/11/network-outside-of-your-silo-building-wealth-is-about-relationships/#comments Fri, 21 Nov 2008 19:19:38 +0000 Shane Gibson http://www.closingbigger.net/?p=211 http://www.closingbigger.net/2008/11/network-outside-of-your-silo-building-wealth-is-about-relationships/feed/ free sales podcast,humminbird604.com,Jan Karlsberg,meetup,networking,raul,Sales Podcast,shane gibson,silo,vancouver bloggers Last night I attended the Vancouver Blogger's Meetup (great recap on Jan Karlsbjerg's Blog)  and had a great conversation with Raul the organizer.  We talked about about connecting and networking outside of our silo or comfort zone Last night I attended the Vancouver Blogger's Meetup (http://blog.meetup.com/30/) (great recap on Jan Karlsbjerg's Blog (http://www.jankarlsbjerg.com/blog/archives/2008/11/20/vancouver-blogger-november-2008-meetup-recap/))  and had a great conversation with Raul (http://www.hummingbird604.com) the organizer.  We talked about about connecting and networking outside of our silo or comfort zone.  Today's podcast is about my reflections on this great concept: [display_podcast] Shane Gibson no 4:40 http://www.closingbigger.net/2008/11/selling-and-succeeding-in-turbulent-economic-times-video-interview/ http://www.closingbigger.net/2008/11/selling-and-succeeding-in-turbulent-economic-times-video-interview/#comments Wed, 19 Nov 2008 18:32:23 +0000 Shane Gibson http://www.closingbigger.net/?p=208 http://www.closingbigger.net/2008/11/selling-and-succeeding-in-turbulent-economic-times-video-interview/feed/ http://www.closingbigger.net/2008/11/using-social-media-and-social-networking-to-succeed-in-tough-times/ http://www.closingbigger.net/2008/11/using-social-media-and-social-networking-to-succeed-in-tough-times/#comments Thu, 13 Nov 2008 01:38:45 +0000 Shane Gibson http://www.closingbigger.net/?p=207 http://www.closingbigger.net/2008/11/using-social-media-and-social-networking-to-succeed-in-tough-times/feed/ closing bigger,free sales podcast,motivational speaker,Sales Podcast,selling in tough times,shane gibson,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 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." [display_podcast] Shane Gibson no 14:27 http://www.closingbigger.net/2008/11/community-and-friends-in-turbulent-economic-times/ http://www.closingbigger.net/2008/11/community-and-friends-in-turbulent-economic-times/#comments Sun, 02 Nov 2008 18:35:33 +0000 Shane Gibson http://www.closingbigger.net/?p=206 http://www.closingbigger.net/2008/11/community-and-friends-in-turbulent-economic-times/feed/ http://www.closingbigger.net/2008/10/my-5-things-meme/ http://www.closingbigger.net/2008/10/my-5-things-meme/#comments Mon, 27 Oct 2008 02:11:35 +0000 Shane Gibson http://www.closingbigger.net/?p=205 http://www.closingbigger.net/2008/10/my-5-things-meme/feed/ http://www.closingbigger.net/2008/10/the-7-virtues-of-a-philosopher-queen-podcast-interview/ http://www.closingbigger.net/2008/10/the-7-virtues-of-a-philosopher-queen-podcast-interview/#comments Fri, 17 Oct 2008 21:02:07 +0000 Shane Gibson http://www.closingbigger.net/?p=203 http://www.closingbigger.net/2008/10/the-7-virtues-of-a-philosopher-queen-podcast-interview/feed/ Barb Stegmann,free sales podcast,Sales Blog,Sales Podcast,shane gibson,The 7 Virtues of a Philosopher Queen Today's podcast is an interview with Barb Stegemann author of The 7 Virtues of the Philospher Queen.  Very timely and time tested principles to survive and prosper in turbulent economic times. - [display_podcast] - Click Below to Add to itunes Today's podcast is an interview with Barb Stegemann author of The 7 Virtues of the Philospher Queen.  Very timely and time tested principles to survive and prosper in turbulent economic times. [display_podcast] Click Below to Add to itunes (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg) Shane Gibson no 28:57 http://www.closingbigger.net/2008/10/selling-in-turbulent-economic-times-blog-part-2/ http://www.closingbigger.net/2008/10/selling-in-turbulent-economic-times-blog-part-2/#comments Fri, 17 Oct 2008 13:47:28 +0000 Shane Gibson http://www.closingbigger.net/?p=202 http://www.closingbigger.net/2008/10/selling-in-turbulent-economic-times-blog-part-2/feed/ http://www.closingbigger.net/2008/10/selling-in-turbulent-toug-economic-times/ http://www.closingbigger.net/2008/10/selling-in-turbulent-toug-economic-times/#comments Fri, 17 Oct 2008 13:37:09 +0000 Shane Gibson http://www.closingbigger.net/?p=200 http://www.closingbigger.net/2008/10/selling-in-turbulent-toug-economic-times/feed/ http://www.closingbigger.net/2008/10/blog-action-day-2008-from-craig-young-in-mozambique/ http://www.closingbigger.net/2008/10/blog-action-day-2008-from-craig-young-in-mozambique/#comments Thu, 16 Oct 2008 03:45:53 +0000 Shane Gibson http://www.closingbigger.net/?p=196 http://www.closingbigger.net/2008/10/blog-action-day-2008-from-craig-young-in-mozambique/feed/ http://www.closingbigger.net/2008/10/blog-action-day-2008-fighting-poverty/ http://www.closingbigger.net/2008/10/blog-action-day-2008-fighting-poverty/#comments Wed, 15 Oct 2008 19:13:22 +0000 Shane Gibson http://www.closingbigger.net/?p=194 http://www.closingbigger.net/2008/10/blog-action-day-2008-fighting-poverty/feed/ http://www.closingbigger.net/2008/10/selling-in-tough-economic-times-sales-podcast/ http://www.closingbigger.net/2008/10/selling-in-tough-economic-times-sales-podcast/#comments Thu, 09 Oct 2008 00:02:27 +0000 Shane Gibson http://www.closingbigger.net/?p=191 http://www.closingbigger.net/2008/10/selling-in-tough-economic-times-sales-podcast/feed/ closing bigger,free sales podcast,Sales Podcast,sales trainging canada,selling in tough economy,shane gibson Today's sales podcast is about Selling and Succeeding in Tough Economic Times.  It is the first in a series of podcasts designed to help sales professionals and entrepreneurs weather today's global financial storm Today's sales podcast is about Selling and Succeeding in Tough Economic Times.  It is the first in a series of podcasts designed to help sales professionals and entrepreneurs weather today's global financial storm.  In my opinion we are truly in turbulent economic times, not necessarily tough times.  The rules of the game have changed permanently with the advent of a multitude of shifts including the introduction of disruptive technologies to almost every industry along with true globalization and the meltdown in the banking sector.  I personally would like to have you post your success stories, challenges, and thoughts here so that I can respond to them in my next podcast on "Tools for Selling in Tough Economic Times".  The diagram below is for your reference and is talked about in the podcast. Here's today's show: [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/10/picture-2.png) Click Below to Add to itunes (http://www.closingbigger.net/wp-content/uploads/2009/01/itunes.jpg) Shane Gibson no 17:59 http://www.closingbigger.net/2008/08/networking-tip-of-the-week/ http://www.closingbigger.net/2008/08/networking-tip-of-the-week/#comments Mon, 01 Sep 2008 05:01:02 +0000 Shane Gibson http://www.closingbigger.net/?p=188 http://www.closingbigger.net/2008/08/networking-tip-of-the-week/feed/ http://www.closingbigger.net/2008/08/twitter-and-social-networking-for-sales-people/ http://www.closingbigger.net/2008/08/twitter-and-social-networking-for-sales-people/#comments Sun, 31 Aug 2008 17:24:32 +0000 Shane Gibson http://www.closingbigger.net/?p=184 http://www.closingbigger.net/2008/08/twitter-and-social-networking-for-sales-people/feed/ http://www.closingbigger.net/2008/08/craig-elias-interview-trigger-event-selling-podcast/ http://www.closingbigger.net/2008/08/craig-elias-interview-trigger-event-selling-podcast/#comments Fri, 01 Aug 2008 23:20:13 +0000 Shane Gibson http://www.closingbigger.net/?p=176 http://www.closingbigger.net/2008/08/craig-elias-interview-trigger-event-selling-podcast/feed/ craig elias,free sales podcast,iphone podcast,podcasts,shane gibson,shift selling,trigger event selling Today's podcast is an interview with Craig Elias sales performance expert who has developed a great process for capitalizing on and finding "trigger events" that increases closinging ratios and  makes prospecting and developing new business more pro... (http://www.salesintervention.org/wp-content/uploads/2008/06/feed1.jpg)Today's podcast is an interview with Craig Elias (http://www.craigelias.com) sales performance expert who has developed a great process for capitalizing on and finding "trigger events" that increases closinging ratios and  makes prospecting and developing new business more profitable. [display_podcast] Shane Gibson no http://www.closingbigger.net/2008/07/twitter-and-grandcentralcom-as-sales-tools-podcast/ http://www.closingbigger.net/2008/07/twitter-and-grandcentralcom-as-sales-tools-podcast/#comments Wed, 30 Jul 2008 22:40:54 +0000 Shane Gibson http://www.closingbigger.net/?p=175 http://www.closingbigger.net/2008/07/twitter-and-grandcentralcom-as-sales-tools-podcast/feed/ Grandcentral.com,iphone sales podcast,Sales Podcast,shane gibson,stephen jagger,twitter Another great interview Stephen Jagger on using tools like Twitter and Grandcentral.  As sales people embracing new technologies can enhance our productivity and open up new markets for us. Another great interview Stephen Jagger (http://blog.ubertor.com) on using tools like Twitter (http://www.twitter.com) and Grandcentral (http://www.grandcentral.com).  As sales people embracing new technologies can enhance our productivity and open up new markets for us. Shane Gibson no 10:06 http://www.closingbigger.net/2008/07/real-estate-sales-podcast-stephen-jagger/ http://www.closingbigger.net/2008/07/real-estate-sales-podcast-stephen-jagger/#comments Wed, 30 Jul 2008 22:03:09 +0000 Shane Gibson http://www.closingbigger.net/?p=174 http://www.closingbigger.net/2008/07/real-estate-sales-podcast-stephen-jagger/feed/ real estate,realtor,Sales Podcast,stephen jagger,ubertor Today's sales podcast is an interview with Stephen Jagger President of Reachd and Ubertor.  Today we address how technology like Twitter, Blogging, Video Blogging, and Podcasting can postively impact your career as a Real Estate sales professional Today's sales podcast is an interview with Stephen Jagger President of Reachd (http://blog.reachd.com) and Ubertor (http://blog.ubertor.com).  Today we address how technology like Twitter, Blogging, Video Blogging, and Podcasting can postively impact your career as a Real Estate sales professional. Here's today's Episode: [display_podcast] Shane Gibson no http://www.closingbigger.net/2008/07/vancouver-board-of-trade-video-clips/ http://www.closingbigger.net/2008/07/vancouver-board-of-trade-video-clips/#comments Wed, 30 Jul 2008 16:58:06 +0000 Shane Gibson http://www.closingbigger.net/?p=173 http://www.closingbigger.net/2008/07/vancouver-board-of-trade-video-clips/feed/ http://www.closingbigger.net/2008/07/blogathon-final-entry-48-the-peak/ http://www.closingbigger.net/2008/07/blogathon-final-entry-48-the-peak/#comments Sun, 27 Jul 2008 06:01:35 +0000 Shane Gibson http://www.closingbigger.net/?p=171 http://www.closingbigger.net/2008/07/blogathon-final-entry-48-the-peak/feed/ http://www.closingbigger.net/2008/07/red-bull-wearing-off/ http://www.closingbigger.net/2008/07/red-bull-wearing-off/#comments Sun, 27 Jul 2008 05:46:20 +0000 Shane Gibson http://www.closingbigger.net/?p=170 http://www.closingbigger.net/2008/07/red-bull-wearing-off/feed/ http://www.closingbigger.net/2008/07/sales-video-podcast-blogathon-entry-46-brand/ http://www.closingbigger.net/2008/07/sales-video-podcast-blogathon-entry-46-brand/#comments Sun, 27 Jul 2008 05:23:19 +0000 Shane Gibson http://www.closingbigger.net/?p=169 http://www.closingbigger.net/2008/07/sales-video-podcast-blogathon-entry-46-brand/feed/ http://www.closingbigger.net/2008/07/guest-blogger-neil-godin-blogathon-entry-45/ http://www.closingbigger.net/2008/07/guest-blogger-neil-godin-blogathon-entry-45/#comments Sun, 27 Jul 2008 05:11:39 +0000 Shane Gibson http://www.closingbigger.net/?p=167 http://www.closingbigger.net/2008/07/guest-blogger-neil-godin-blogathon-entry-45/feed/ http://www.closingbigger.net/2008/07/favorite-business-blogs-part-2/ http://www.closingbigger.net/2008/07/favorite-business-blogs-part-2/#comments Sun, 27 Jul 2008 04:57:19 +0000 Shane Gibson http://www.closingbigger.net/?p=165 http://www.closingbigger.net/2008/07/favorite-business-blogs-part-2/feed/ http://www.closingbigger.net/2008/07/favorite-business-blogs-part-1-nick-usborne/ http://www.closingbigger.net/2008/07/favorite-business-blogs-part-1-nick-usborne/#comments Sun, 27 Jul 2008 04:47:37 +0000 Shane Gibson http://www.closingbigger.net/?p=164 http://www.closingbigger.net/2008/07/favorite-business-blogs-part-1-nick-usborne/feed/ http://www.closingbigger.net/2008/07/micro-podcast-part-4/ http://www.closingbigger.net/2008/07/micro-podcast-part-4/#comments Sun, 27 Jul 2008 04:34:28 +0000 Shane Gibson http://www.closingbigger.net/?p=163 http://www.closingbigger.net/2008/07/micro-podcast-part-4/feed/ iphone podcast,micro podcast,Sales Podcast Part 4 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." - [display_podcast] - - This is blogathon entry number 42 for the MSMF Blogathon Part 4 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 42 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no http://www.closingbigger.net/2008/07/micro-podcast-part-3/ http://www.closingbigger.net/2008/07/micro-podcast-part-3/#comments Sun, 27 Jul 2008 04:32:21 +0000 Shane Gibson http://www.closingbigger.net/?p=162 http://www.closingbigger.net/2008/07/micro-podcast-part-3/feed/ iphone podcast,micro podcast,Sales Podcast Part 3 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." - [display_podcast] - - This is blogathon entry number 41 for the MSMF Blogathon Part 3 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 41 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no 3:32 http://www.closingbigger.net/2008/07/micro-sales-podcast-part-2/ http://www.closingbigger.net/2008/07/micro-sales-podcast-part-2/#comments Sun, 27 Jul 2008 04:30:26 +0000 Shane Gibson http://www.closingbigger.net/?p=161 http://www.closingbigger.net/2008/07/micro-sales-podcast-part-2/feed/ iphone podcast,micro podcast,Sales Podcast Part 2 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." - [display_podcast] - - This is blogathon entry number 40 for the MSMF Blogathon Part 2 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 40 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no http://www.closingbigger.net/2008/07/micro-sales-podcast-1/ http://www.closingbigger.net/2008/07/micro-sales-podcast-1/#comments Sun, 27 Jul 2008 04:28:11 +0000 Shane Gibson http://www.closingbigger.net/?p=160 http://www.closingbigger.net/2008/07/micro-sales-podcast-1/feed/ iphone podcast,micro sales podcast Part 1 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." - [display_podcast] - - This is blogathon entry number 39 for the MSMF Blogathon Part 1 of a 4 part micro podcast series (2-3 minute podcasts) Based upon the book "Closing Bigger the Field Guide to Closing Bigger Deals." [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 39 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no 3:03 http://www.closingbigger.net/2008/07/video-blog-entry-loving-to-learn/ http://www.closingbigger.net/2008/07/video-blog-entry-loving-to-learn/#comments Sun, 27 Jul 2008 03:31:06 +0000 Shane Gibson http://www.closingbigger.net/?p=159 http://www.closingbigger.net/2008/07/video-blog-entry-loving-to-learn/feed/ http://www.closingbigger.net/2008/07/cma-bc-promotional-post-free-audio-seminar/ http://www.closingbigger.net/2008/07/cma-bc-promotional-post-free-audio-seminar/#comments Sun, 27 Jul 2008 03:18:55 +0000 Shane Gibson http://www.closingbigger.net/?p=158 http://www.closingbigger.net/2008/07/cma-bc-promotional-post-free-audio-seminar/feed/ Accounting Designation,Accounting Podcast,Certified Management Accountants,CMA BC,CMA Canada,motivational speaker,Sales Podcast,sales training vancouver,shane gibson,Vinetta Peek This is a full 30 minute keynote I did for the Certified Management Accountants of British Columbia at their Career Connections Event on November 1st 2007.  Introduced by Vinetta Peek of CMA BC Canada This is a full 30 minute keynote I did for the Certified Management Accountants of British Columbia at their Career Connections Event on November 1st 2007.  Introduced by Vinetta Peek of CMA BC Canada. The audio quality wasn't great but the content is good. Become a CMA in British Columbia (http://www.cmabc.com) Learn about the CMA Designation across Canada (http://www.cma-canada.org/) Book Shane Gibson for your next conference (http://www.closingbigger.net/contact-shane-gibson/) Title: The Career Maker - Relationship Development Skills [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 38 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no 38:06 http://www.closingbigger.net/2008/07/what-is-my-return-on-investment-360-degrees-of-roi/ http://www.closingbigger.net/2008/07/what-is-my-return-on-investment-360-degrees-of-roi/#comments Sun, 27 Jul 2008 02:59:26 +0000 Shane Gibson http://www.closingbigger.net/?p=156 http://www.closingbigger.net/2008/07/what-is-my-return-on-investment-360-degrees-of-roi/feed/ http://www.closingbigger.net/2008/07/selling-in-tough-economic-times-bill-gibson-guest-blogger/ http://www.closingbigger.net/2008/07/selling-in-tough-economic-times-bill-gibson-guest-blogger/#comments Sun, 27 Jul 2008 02:43:32 +0000 Shane Gibson http://www.closingbigger.net/?p=154 http://www.closingbigger.net/2008/07/selling-in-tough-economic-times-bill-gibson-guest-blogger/feed/ http://www.closingbigger.net/2008/07/fred-shadian-guest-blog-entry-on-creating-momentum/ http://www.closingbigger.net/2008/07/fred-shadian-guest-blog-entry-on-creating-momentum/#comments Sun, 27 Jul 2008 02:12:10 +0000 Shane Gibson http://www.closingbigger.net/?p=153 http://www.closingbigger.net/2008/07/fred-shadian-guest-blog-entry-on-creating-momentum/feed/ http://www.closingbigger.net/2008/07/sales-professional-spotlight-ian-watt/ http://www.closingbigger.net/2008/07/sales-professional-spotlight-ian-watt/#comments Sun, 27 Jul 2008 01:22:18 +0000 Shane Gibson http://www.closingbigger.net/?p=152 http://www.closingbigger.net/2008/07/sales-professional-spotlight-ian-watt/feed/ http://www.closingbigger.net/2008/07/dr-denis-cauvier-speaker-author/ http://www.closingbigger.net/2008/07/dr-denis-cauvier-speaker-author/#comments Sun, 27 Jul 2008 00:54:46 +0000 Shane Gibson http://www.closingbigger.net/?p=150 http://www.closingbigger.net/2008/07/dr-denis-cauvier-speaker-author/feed/ http://www.closingbigger.net/2008/07/question-from-fiona-douglas-crampton-vancouver-board-of-trade/ http://www.closingbigger.net/2008/07/question-from-fiona-douglas-crampton-vancouver-board-of-trade/#comments Sat, 26 Jul 2008 23:48:23 +0000 Shane Gibson http://www.closingbigger.net/?p=148 http://www.closingbigger.net/2008/07/question-from-fiona-douglas-crampton-vancouver-board-of-trade/feed/ fiona douglas-crampton,iphone sales podcast,Sales Podcast,shane gibson,vancouver board of trade This blogathon entry has been sponsored by Fiona Douglas-Crampton (604-641-1207) with the Vancouver Board of Trade.  Before I get into Fiona's question I must personally first let my readers know that the Vancouver Board of Trade has been the single... (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-112.png)This blogathon entry has been sponsored by Fiona Douglas-Crampton (604-641-1207) with the Vancouver Board of Trade (http://www.boardoftrade.com).  Before I get into Fiona's question I must personally first let my readers know that the Vancouver Board of Trade has been the single best investment I have made in my business in the past 10 years. The Board has helped me grow my personal network, increase my personal leadership capacity and even after several years as a  member I now see an endless flow of new business coming in from referrals and opportunities at the Board. Fiona's question is: "What qualities of a successful leader are also shared by successful sales people?" Answer: Due to 18 hours of typing (my hands are a bit stiff) I will be answering this in audio or podcasting format! But here's the coles notes version: * Vision * Influence * Networking Skills * Coaching and Mentoring Skills * Teaching and Training Skills [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 31 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no 7:58 http://www.closingbigger.net/2008/07/sales-podcast-running-effective-sales-meetings/ http://www.closingbigger.net/2008/07/sales-podcast-running-effective-sales-meetings/#comments Sat, 26 Jul 2008 23:08:55 +0000 Shane Gibson http://www.closingbigger.net/?p=146 http://www.closingbigger.net/2008/07/sales-podcast-running-effective-sales-meetings/feed/ blogathon,effective sales meetings,Kristine Heckman,life mark,lifemark This podcast entry has been sponsored (donation MSMF charity) by Kristine Heckman of lifemark.ca (Ontario). - This podcast is on how to run effective sales meetings. - [display_podcast] - - This is blogathon entry number 30 for the MSMF Blogatho... (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-9.png)This podcast entry has been sponsored (donation MSMF charity) by Kristine Heckman of lifemark.ca (http://www.lifemark.ca)(Ontario). This podcast is on how to run effective sales meetings. [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 30 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no http://www.closingbigger.net/2008/07/question-3-from-darren-stevenson-voyageur-oil-and-gas-corp/ http://www.closingbigger.net/2008/07/question-3-from-darren-stevenson-voyageur-oil-and-gas-corp/#comments Sat, 26 Jul 2008 22:21:37 +0000 Shane Gibson http://www.closingbigger.net/?p=145 http://www.closingbigger.net/2008/07/question-3-from-darren-stevenson-voyageur-oil-and-gas-corp/feed/ http://www.closingbigger.net/2008/07/question-from-minto-roy-of-careers-today-canada-radio/ http://www.closingbigger.net/2008/07/question-from-minto-roy-of-careers-today-canada-radio/#comments Sat, 26 Jul 2008 21:30:22 +0000 Shane Gibson http://www.closingbigger.net/?p=143 http://www.closingbigger.net/2008/07/question-from-minto-roy-of-careers-today-canada-radio/feed/ http://www.closingbigger.net/2008/07/question-2-from-darren-stevenson-voyageur-oil-and-gas-corp/ http://www.closingbigger.net/2008/07/question-2-from-darren-stevenson-voyageur-oil-and-gas-corp/#comments Sat, 26 Jul 2008 21:03:38 +0000 Shane Gibson http://www.closingbigger.net/?p=140 http://www.closingbigger.net/2008/07/question-2-from-darren-stevenson-voyageur-oil-and-gas-corp/feed/ http://www.closingbigger.net/2008/07/question-from-darren-stevenson-of-voyageur-oil-and-gas-corp/ http://www.closingbigger.net/2008/07/question-from-darren-stevenson-of-voyageur-oil-and-gas-corp/#comments Sat, 26 Jul 2008 20:32:11 +0000 Shane Gibson http://www.closingbigger.net/?p=136 http://www.closingbigger.net/2008/07/question-from-darren-stevenson-of-voyageur-oil-and-gas-corp/feed/ http://www.closingbigger.net/2008/07/peak-performance-podcast-part-3/ http://www.closingbigger.net/2008/07/peak-performance-podcast-part-3/#comments Sat, 26 Jul 2008 20:02:26 +0000 Shane Gibson http://www.closingbigger.net/?p=135 http://www.closingbigger.net/2008/07/peak-performance-podcast-part-3/feed/ blogathon,Fred Shadian,peak performance,Sales Podcast This is part 3 of the 3 part guest podcast with Fred Shadian on Peak Performance.  This podcast discusses how to overcome failure through the power of focus and the discipline of life long learning.  Thanks Fred for your donation to the MSMF founda... This is part 3 of the 3 part guest podcast with Fred Shadian (http://www.cyclonefightingarts.com) on Peak Performance.  This podcast discusses how to overcome failure through the power of focus and the discipline of life long learning.  Thanks Fred for your donation to the MSMF foundation. [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 25 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-2/ http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-2/#comments Sat, 26 Jul 2008 19:56:59 +0000 Shane Gibson http://www.closingbigger.net/?p=134 http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-2/feed/ energy management,Fred Shadian,peak performance,Sales Podcast,success This is part 2 of the 3 part series on Peak Performance with Fred Shadian.  This podcast discusses how peak states of energy and well managed energy can influence our level of success in sales and in life. - [display_podcast] - This is part 2 of the 3 part series on Peak Performance with Fred Shadian.  This podcast discusses how peak states of energy and well managed energy can influence our level of success in sales and in life. [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png) This is blogathon entry number 24 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-1/ http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-1/#comments Sat, 26 Jul 2008 19:50:43 +0000 Shane Gibson http://www.closingbigger.net/?p=132 http://www.closingbigger.net/2008/07/peak-performance-podcast-fred-shadian-part-1/feed/ blogathon,Fred Shadian,iphone podcast,peak performance,Sales Podcast,shane gibson This Podcast and Blog Entry is sponsored (donation made to the MSMF) by Fred Shadian of Cyclone Fighting Arts.  Instead of submitting a question I asked Fred if I could interview him on peak performance and his new topic of breaking through performa... (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-4.png)This Podcast and Blog Entry is sponsored (donation made to the MSMF) by Fred Shadian of Cyclone Fighting Arts (http://www.cyclonefightingarts.com).  Instead of submitting a question I asked Fred if I could interview him on peak performance and his new topic of breaking through performance plateaus. [display_podcast] Shane Gibson no 14:26 http://www.closingbigger.net/2008/07/final-thoughts-on-mentorship-blogathon-entry-22/ http://www.closingbigger.net/2008/07/final-thoughts-on-mentorship-blogathon-entry-22/#comments Sat, 26 Jul 2008 16:48:17 +0000 Shane Gibson http://www.closingbigger.net/?p=130 http://www.closingbigger.net/2008/07/final-thoughts-on-mentorship-blogathon-entry-22/feed/ http://www.closingbigger.net/2008/07/sales-podcast-transferring-leadership/ http://www.closingbigger.net/2008/07/sales-podcast-transferring-leadership/#comments Sat, 26 Jul 2008 16:38:48 +0000 Shane Gibson http://www.closingbigger.net/?p=129 http://www.closingbigger.net/2008/07/sales-podcast-transferring-leadership/feed/ blogathon,coaching,iphone podcast,Leadership,mentoring,sales pdocast This sales podcast is focused on how to prioritize an invest in our staff for maximum ROI as an organizational leader. - [display_podcast] - This is blogathon entry number 21 for the MSMF Blogathon. Visit this page to learn how you can support thi... This sales podcast is focused on how to prioritize an invest in our staff for maximum ROI as an organizational leader. [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-23.png)This is blogathon entry number 21 for the MSMF Blogathon. Visit this page (http://www.closingbigger.net/blogathon-2008-for-charity/) to learn how you can support this cause. Shane Gibson no 7:49 http://www.closingbigger.net/2008/07/the-abc%e2%80%99s-of-goal-setting-for-mentors/ http://www.closingbigger.net/2008/07/the-abc%e2%80%99s-of-goal-setting-for-mentors/#comments Sat, 26 Jul 2008 15:47:30 +0000 Shane Gibson http://www.closingbigger.net/?p=128 http://www.closingbigger.net/2008/07/the-abc%e2%80%99s-of-goal-setting-for-mentors/feed/ http://www.closingbigger.net/2008/07/why-your-corporation-needs-a-mentorship-program/ http://www.closingbigger.net/2008/07/why-your-corporation-needs-a-mentorship-program/#comments Sat, 26 Jul 2008 15:10:59 +0000 Shane Gibson http://www.closingbigger.net/?p=127 http://www.closingbigger.net/2008/07/why-your-corporation-needs-a-mentorship-program/feed/ http://www.closingbigger.net/2008/07/leaders-of-tomorrow-the-importance-of-mentorship-part-2/ http://www.closingbigger.net/2008/07/leaders-of-tomorrow-the-importance-of-mentorship-part-2/#comments Sat, 26 Jul 2008 14:43:19 +0000 Shane Gibson http://www.closingbigger.net/?p=126 http://www.closingbigger.net/2008/07/leaders-of-tomorrow-the-importance-of-mentorship-part-2/feed/ http://www.closingbigger.net/2008/07/mentoring-leaders-of-tomorrow-part1/ http://www.closingbigger.net/2008/07/mentoring-leaders-of-tomorrow-part1/#comments Sat, 26 Jul 2008 14:40:34 +0000 Shane Gibson http://www.closingbigger.net/?p=125 http://www.closingbigger.net/2008/07/mentoring-leaders-of-tomorrow-part1/feed/ http://www.closingbigger.net/2008/07/faith-based-selling-blogathon-entry-16/ http://www.closingbigger.net/2008/07/faith-based-selling-blogathon-entry-16/#comments Sat, 26 Jul 2008 14:20:44 +0000 Shane Gibson http://www.closingbigger.net/?p=124 http://www.closingbigger.net/2008/07/faith-based-selling-blogathon-entry-16/feed/ http://www.closingbigger.net/2008/07/7-important-things-when-selling-to-executives/ http://www.closingbigger.net/2008/07/7-important-things-when-selling-to-executives/#comments Sat, 26 Jul 2008 13:14:38 +0000 Shane Gibson http://www.closingbigger.net/?p=123 http://www.closingbigger.net/2008/07/7-important-things-when-selling-to-executives/feed/ http://www.closingbigger.net/2008/07/blogathon-post-14-sales-blog-entry/ http://www.closingbigger.net/2008/07/blogathon-post-14-sales-blog-entry/#comments Sat, 26 Jul 2008 12:31:06 +0000 Shane Gibson http://www.closingbigger.net/?p=122 http://www.closingbigger.net/2008/07/blogathon-post-14-sales-blog-entry/feed/ http://www.closingbigger.net/2008/07/short-on-cash-think-partnership/ http://www.closingbigger.net/2008/07/short-on-cash-think-partnership/#comments Sat, 26 Jul 2008 12:00:24 +0000 Shane Gibson http://www.closingbigger.net/?p=121 http://www.closingbigger.net/2008/07/short-on-cash-think-partnership/feed/ http://www.closingbigger.net/2008/07/board-bootcamp-big-impact-for-your-small-business/ http://www.closingbigger.net/2008/07/board-bootcamp-big-impact-for-your-small-business/#comments Sat, 26 Jul 2008 11:44:09 +0000 Shane Gibson http://www.closingbigger.net/?p=119 http://www.closingbigger.net/2008/07/board-bootcamp-big-impact-for-your-small-business/feed/ http://www.closingbigger.net/2008/07/listening-in-sales-blog-entry-11/ http://www.closingbigger.net/2008/07/listening-in-sales-blog-entry-11/#comments Sat, 26 Jul 2008 10:46:20 +0000 Shane Gibson http://www.closingbigger.net/?p=118 http://www.closingbigger.net/2008/07/listening-in-sales-blog-entry-11/feed/ http://www.closingbigger.net/2008/07/msmf-society-and-dr-chandra/ http://www.closingbigger.net/2008/07/msmf-society-and-dr-chandra/#comments Sat, 26 Jul 2008 09:53:41 +0000 Shane Gibson http://www.closingbigger.net/?p=117 http://www.closingbigger.net/2008/07/msmf-society-and-dr-chandra/feed/ http://www.closingbigger.net/2008/07/guest-blog-by-bill-gibson-south-africa/ http://www.closingbigger.net/2008/07/guest-blog-by-bill-gibson-south-africa/#comments Sat, 26 Jul 2008 09:36:42 +0000 Shane Gibson http://www.closingbigger.net/?p=116 http://www.closingbigger.net/2008/07/guest-blog-by-bill-gibson-south-africa/feed/ http://www.closingbigger.net/2008/07/sales-blog-bmw-sales-success-qualities/ http://www.closingbigger.net/2008/07/sales-blog-bmw-sales-success-qualities/#comments Sat, 26 Jul 2008 09:06:38 +0000 Shane Gibson http://www.closingbigger.net/?p=115 http://www.closingbigger.net/2008/07/sales-blog-bmw-sales-success-qualities/feed/ http://www.closingbigger.net/2008/07/blogathon-entry-7-ethical-question/ http://www.closingbigger.net/2008/07/blogathon-entry-7-ethical-question/#comments Sat, 26 Jul 2008 08:48:12 +0000 Shane Gibson http://www.closingbigger.net/?p=114 http://www.closingbigger.net/2008/07/blogathon-entry-7-ethical-question/feed/ http://www.closingbigger.net/2008/07/ethics-in-selling-part-4/ http://www.closingbigger.net/2008/07/ethics-in-selling-part-4/#comments Sat, 26 Jul 2008 08:12:05 +0000 Shane Gibson http://www.closingbigger.net/?p=113 http://www.closingbigger.net/2008/07/ethics-in-selling-part-4/feed/ http://www.closingbigger.net/2008/07/ethics-in-selling-part-3-sales-blog-entry/ http://www.closingbigger.net/2008/07/ethics-in-selling-part-3-sales-blog-entry/#comments Sat, 26 Jul 2008 07:26:30 +0000 Shane Gibson http://www.closingbigger.net/?p=109 http://www.closingbigger.net/2008/07/ethics-in-selling-part-3-sales-blog-entry/feed/ http://www.closingbigger.net/2008/07/ethics-in-selling-part-2-sales-blog-entry/ http://www.closingbigger.net/2008/07/ethics-in-selling-part-2-sales-blog-entry/#comments Sat, 26 Jul 2008 07:00:04 +0000 Shane Gibson http://www.closingbigger.net/?p=108 http://www.closingbigger.net/2008/07/ethics-in-selling-part-2-sales-blog-entry/feed/ http://www.closingbigger.net/2008/07/ethics-in-selling-sales-blog-entry/ http://www.closingbigger.net/2008/07/ethics-in-selling-sales-blog-entry/#comments Fri, 25 Jul 2008 18:24:02 +0000 Shane Gibson http://www.closingbigger.net/?p=107 http://www.closingbigger.net/2008/07/ethics-in-selling-sales-blog-entry/feed/ http://www.closingbigger.net/2008/07/blogathon-entry-2-what-were-blogging-for/ http://www.closingbigger.net/2008/07/blogathon-entry-2-what-were-blogging-for/#comments Fri, 25 Jul 2008 17:57:48 +0000 Shane Gibson http://www.closingbigger.net/?p=106 http://www.closingbigger.net/2008/07/blogathon-entry-2-what-were-blogging-for/feed/ Wow, this has been a great endeavor so far.  I spammed my entire address book and all my Facebook friends along with people who don’t even know me.  Some very good friends and associates have stepped up to the plate and sponsored several of my bl... Wow, this has been a great endeavor so far.  I spammed my entire address book and all my Facebook friends along with people who don’t even know me.  Some very good friends and associates have stepped up to the plate and sponsored several of my blog entries that I will do to raise money and awareness for the MSMF.  On the way home (where I will be blogging for the next 24 hours) Greg Pinch and I did a quick Vlog (Vidcast or video blog) to kick off the evening.  For those of you who don’t know what this is all about here’s a video introduction for the event: (http://www.closingbigger.net/wp-content/uploads/sales-training-podcast/Jul%2024%202008%20-%20VID00010.AVI) Shane Gibson no http://www.closingbigger.net/2008/07/blogathon-2008-entry-1-murphys-law/ http://www.closingbigger.net/2008/07/blogathon-2008-entry-1-murphys-law/#comments Fri, 25 Jul 2008 17:34:41 +0000 Shane Gibson http://www.closingbigger.net/?p=105 http://www.closingbigger.net/2008/07/blogathon-2008-entry-1-murphys-law/feed/ http://www.closingbigger.net/2008/07/sales-performance-meetup-summary/ http://www.closingbigger.net/2008/07/sales-performance-meetup-summary/#comments Fri, 25 Jul 2008 00:53:47 +0000 Shane Gibson http://www.closingbigger.net/?p=104 http://www.closingbigger.net/2008/07/sales-performance-meetup-summary/feed/ Fred Shadian,networking,raul,sales performance,sales performance meetup,Sales Podcast,shane gibson This past Monday at our Sales Performance Meetup (a free networking event for sales professionals in Vancouver) we had an awesome guest speaker Fred Shadian talk about breaking through our plateaus in business and in our personal life This past Monday at our Sales Performance Meetup (http://sales.meetup.com/133/)(a free networking event for sales professionals in Vancouver) we had an awesome guest speaker Fred Shadian (http://www.cyclonefightingarts.com) talk about breaking through our plateaus in business and in our personal life.  Fred has 3 black belts and has studied peak performance for two decades.  Raul (http://www.hummingbird604.com) a local Vancouver Blogger has written a fantastic summary of the Sales Performance Meetup (follow this link). (http://hummingbird604.com/2008/07/23/the-vancouver-sales-performance-meetup-for-july-2008/) I have provided you with a brief 13 minute audio sales podcast of the topic discussed. [display_podcast] Sales Performance Meetup Click here to check out The Vancouver Sales Performance Meetup! (http://sales.meetup.com/133/?track=i3/mu_8fdeowf1zs) Shane Gibson no 13:28 http://www.closingbigger.net/2008/07/blogathon-2008-help-me-help-build-a-school-in-india/ http://www.closingbigger.net/2008/07/blogathon-2008-help-me-help-build-a-school-in-india/#comments Tue, 22 Jul 2008 22:43:38 +0000 Shane Gibson http://www.closingbigger.net/?p=102 http://www.closingbigger.net/2008/07/blogathon-2008-help-me-help-build-a-school-in-india/feed/ http://www.closingbigger.net/2008/07/in-a-rut-or-plateau-in-sales/ http://www.closingbigger.net/2008/07/in-a-rut-or-plateau-in-sales/#comments Mon, 21 Jul 2008 21:50:09 +0000 Shane Gibson http://www.closingbigger.net/?p=101 http://www.closingbigger.net/2008/07/in-a-rut-or-plateau-in-sales/feed/ http://www.closingbigger.net/2008/07/why-do-i-blog-and-podcast/ http://www.closingbigger.net/2008/07/why-do-i-blog-and-podcast/#comments Thu, 17 Jul 2008 19:07:38 +0000 Shane Gibson http://www.closingbigger.net/?p=93 http://www.closingbigger.net/2008/07/why-do-i-blog-and-podcast/feed/ http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-3/ http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-3/#comments Mon, 14 Jul 2008 23:09:36 +0000 Shane Gibson http://www.closingbigger.net/?p=91 http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-3/feed/ complex sales,complex sales training,complex selling,iphone sales podcast,Sales Podcast,sales training,Sales Training Canada,shane gibson [display_podcast] - Today's sales podcast is Part 3 of 3 of the Complex Sales Training Podcast Series.  This series is based upon Knowledge Brokers International's Managing Complex Business Relationships Program(PDF Link) [display_podcast] Today's sales podcast is Part 3 of 3 of the Complex Sales Training Podcast Series.  This series is based upon Knowledge Brokers International's Managing Complex Business Relationships Program (http://kbitraining.com/Mcbr2.pdf)(PDF Link).  A three day intensive complex sales and business relationship development training program and system for key account and enterprise sales people. (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-8.png)The focus of the Complex Sales Training Podcast part 3 is on measuring and progressing our level of relationship development with our key accounts and understanding how that impacts our success in navigating large, complex and long sales cycle deals. This program is now formatted and compatible for your iPhone! (http://www.closingbigger.net/2008/07/iphone-sales-podcast/) Shane Gibson no 16:38 http://www.closingbigger.net/2008/07/iphone-sales-podcast/ http://www.closingbigger.net/2008/07/iphone-sales-podcast/#comments Fri, 11 Jul 2008 05:37:00 +0000 Shane Gibson http://www.closingbigger.net/?p=85 http://www.closingbigger.net/2008/07/iphone-sales-podcast/feed/ http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-2/ http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-2/#comments Wed, 09 Jul 2008 00:46:43 +0000 Shane Gibson http://www.closingbigger.net/?p=82 http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-2/feed/ business relationships,complex sales,complex sales training,Sales Blog,Sales Podcast,sales training,Sales Training Canada,shane gibson The Complex Sales Training Podcast series part 2 is focused on understanding the motivations and strategic situations and circumstances that affect how the Power Players or major stakeholders in your target companies make decisions (or won't make dec... The Complex Sales Training Podcast series part 2 is focused on understanding the motivations and strategic situations and circumstances that affect how the Power Players or major stakeholders in your target companies make decisions (or won't make decisions). [display_podcast] Complex sales is about 90% preparation and 10% perspiration. It's not just about a pitch in the boardroom, complex sales people, or simply put people who are masters at closing bigger deals strategically map out their process and the battle field (so to speak). Please have a listen to my podcast and post any comments or questions so I can address them in Part 3 of the Complex Sales Podcast Series. (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-3.png) Complex Sales Training (http://www.closingbigger.net/salesblog/archives/managing_complex_selling_relationships_blog/) Podcast by Shane Gibson - Copyright 1999-2008 Knowledge Brokers International Ltd. Shane Gibson no 14:05 http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-1/ http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-1/#comments Fri, 04 Jul 2008 16:53:50 +0000 Shane Gibson http://www.closingbigger.net/?p=78 http://www.closingbigger.net/2008/07/complex-sales-training-podcast-part-1/feed/ business relationships,closing bigger,closing sales,complex sale,complex sales,complex selling,managing stakeholders,Sales Training Canada,sales training podcast,shane gibson Today's podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships. - [display_podcast] - This complex sales podcast introduces you to the process by first defining what complex sales is and then moves into Today's podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships. [display_podcast] (http://www.closingbigger.net/wp-content/uploads/2008/07/picture-1.png) This complex sales podcast introduces you to the process by first defining what complex sales is and then moves into part 1.  In Part 1 of the Complex Sales series we are introduced to the 6 major Power Players in a Complex Sale or complex business relationship: The Navigator, The Ruler, The User, The Protector, The Contributor and The Opposer. Definition of Complex Sales (From Wikipedia) (http://en.wikipedia.org/wiki/Complex_sales): Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers. Complex sales involve long sales cycles with multiple decision makers. Multiple stakeholders and stakeholder groups contribute to every complex sale. Any product or service may become a complex sale. In some instances a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision... ...often the sales person is required to have a set of skills that are more in line with a subject matter expert or consultant than a traditional sales person. This type of sales person can often be referred to as a Key Account Executive or Complex Sales Executive. (Full Definition here (http://en.wikipedia.org/wiki/Complex_sales).) The next few podcasts will hopefully help you develop an understanding of what core skills and strategies will be required to navigate and close complex sales. Shane Gibson no 16:03 http://www.closingbigger.net/2008/06/shane-gibson-featured-on-top-sales-experts-com/ http://www.closingbigger.net/2008/06/shane-gibson-featured-on-top-sales-experts-com/#comments Thu, 26 Jun 2008 00:18:18 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=60 http://www.closingbigger.net/2008/06/shane-gibson-featured-on-top-sales-experts-com/feed/ http://www.closingbigger.net/2008/06/sales-blog-entry-the-number-one-sales-currency/ http://www.closingbigger.net/2008/06/sales-blog-entry-the-number-one-sales-currency/#comments Wed, 25 Jun 2008 20:09:40 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=59 http://www.closingbigger.net/2008/06/sales-blog-entry-the-number-one-sales-currency/feed/ http://www.closingbigger.net/2008/06/sales-blog-why-prospects-wont-do-business-with-a-sales-person/ http://www.closingbigger.net/2008/06/sales-blog-why-prospects-wont-do-business-with-a-sales-person/#comments Thu, 12 Jun 2008 00:08:27 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=58 http://www.closingbigger.net/2008/06/sales-blog-why-prospects-wont-do-business-with-a-sales-person/feed/ http://www.closingbigger.net/2008/05/sales-podcast-and-blog-rapport-building-in-sales/ http://www.closingbigger.net/2008/05/sales-podcast-and-blog-rapport-building-in-sales/#comments Sun, 25 May 2008 22:08:51 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=57 http://www.closingbigger.net/2008/05/sales-podcast-and-blog-rapport-building-in-sales/feed/ closing,communications in sales,rapport,Sales Blog,Sales Podcast,sales training,selling,shane gibson Today's podcast is on rapport building in sales. The ability to develop instant rapport and credibility is often the foundation for a successful sale, even in long sales cycle and complex sales situations (http://www.salesintervention.org/wp-content/uploads/2008/06/feed1.jpg) Today's podcast is on rapport building in sales. The ability to develop instant rapport and credibility is often the foundation for a successful sale, even in long sales cycle and complex sales situations. You can download todays podcast here: http://www.salesvideopodcast.com/mp3audiopodcast/closingbiggerdotnet012008.mp3 (http://www.salesvideopodcast.com/mp3audiopodcast/closingbiggerdotnet012008.mp3) [display_podcast] Shane Gibson is a leading sale performance and sales training (http://www.salesacademy.ca) specialist and co-author of Closing Bigger the Field Guide to Closing Bigger Deals. Shane Gibson no http://www.closingbigger.net/2008/05/shane-gibson-on-sales-performance-globe-and-mailcom/ http://www.closingbigger.net/2008/05/shane-gibson-on-sales-performance-globe-and-mailcom/#comments Sun, 25 May 2008 21:57:26 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=56 http://www.closingbigger.net/2008/05/shane-gibson-on-sales-performance-globe-and-mailcom/feed/ http://www.closingbigger.net/2008/05/can-you-close-too-big-downtown-partners-closes-their-doors/ http://www.closingbigger.net/2008/05/can-you-close-too-big-downtown-partners-closes-their-doors/#comments Mon, 19 May 2008 17:57:13 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=55 http://www.closingbigger.net/2008/05/can-you-close-too-big-downtown-partners-closes-their-doors/feed/ http://www.closingbigger.net/2008/05/high-roi-sales-and-service/ http://www.closingbigger.net/2008/05/high-roi-sales-and-service/#comments Mon, 05 May 2008 22:51:16 +0000 Shane Gibson http://www.closingbigger.net/?p=80 http://www.closingbigger.net/2008/05/high-roi-sales-and-service/feed/ http://www.closingbigger.net/2008/04/waterboarding-your-sales-team/ http://www.closingbigger.net/2008/04/waterboarding-your-sales-team/#comments Thu, 03 Apr 2008 23:25:14 +0000 Shane Gibson http://www.closingbigger.net/?p=77 http://www.closingbigger.net/2008/04/waterboarding-your-sales-team/feed/ http://www.closingbigger.net/2007/09/sales-podcast-and-blog-entry-sales-proposals-steve-woodruff/ http://www.closingbigger.net/2007/09/sales-podcast-and-blog-entry-sales-proposals-steve-woodruff/#comments Sun, 09 Sep 2007 20:30:34 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=54 http://www.closingbigger.net/2007/09/sales-podcast-and-blog-entry-sales-proposals-steve-woodruff/feed/ http://www.closingbigger.net/2007/09/sales-podcast-blog-entry-selling-beyond-the-bottom-line/ http://www.closingbigger.net/2007/09/sales-podcast-blog-entry-selling-beyond-the-bottom-line/#comments Tue, 04 Sep 2007 18:58:43 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=52 http://www.closingbigger.net/2007/09/sales-podcast-blog-entry-selling-beyond-the-bottom-line/feed/ free,MP3,podcasts,Sales Podcast,sales training,selling,shane gibson,vancouver board of trade This week's sales podcast is titled "Selling Beyond the Bottom Line" and is also the title of my upcoming seminar with the Vancouver Board of Trade on September 27th 2007. (This is a repost of a August 31 2007 podcast that had technical problems with... This week's sales podcast is titled "Selling Beyond the Bottom Line" and is also the title of my upcoming seminar with the Vancouver Board of Trade on September 27th 2007. (This is a repost of a August 31 2007 podcast that had technical problems with the file, if you downloaded that show please delete it... this one's better anyway!) [display_podcast] Click Here to Download the MP3 Now (http://www.kbitraining.com/podcast_mp3_sales/closingbiggerdotnetsalespodcastaug312007.mp3) Subscribe in iTunes to this Sales Podcast (http://phobos.apple.com/WebObjects/MZStore.woa/wa/viewPodcast?id=120765352&s=143455) Our intentions impact the sale more than our attention! Shane Gibson This sales podcast is presented by Shane Gibson (http://www.salesacademy.ca/page135.htm). Shane Gibson (http://www.salesacademy.ca/page135.htm)is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Quick Links: Sales Training Canada (http://www.salesacademy.ca/page120.htm) Sales Training South Africa (http://www.kbitraining.com/sales_training_south_africa.html) Sales Training Boot Camps Vancouver (http://www.salesacademy.ca/page125.htm) Complete Sales Action System (http://www.kbitraining.com/csas.cfm) Managing Complex Business Relationships System (http://www.kbitraining.com/mcbr.cfm) Shane Gibson no http://www.closingbigger.net/2007/04/sales-podcast-and-blog-entry-sales-as-an-accountability-tool/ http://www.closingbigger.net/2007/04/sales-podcast-and-blog-entry-sales-as-an-accountability-tool/#comments Sun, 29 Apr 2007 07:25:27 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=51 http://www.closingbigger.net/2007/04/sales-podcast-and-blog-entry-sales-as-an-accountability-tool/feed/ Certified Management Accountants,CMA Canada,Sales Podcast,Sales Training Canada,shane gibson I speak for the Certified Management Accountants of Canada for three of their annual conferences across Canada this month. This topic is sales as an accountability tool. I have prepared a condensed sales podcast in the topic. - [display_podcast] I speak for the Certified Management Accountants of Canada for three of their annual conferences across Canada this month. This topic is sales as an accountability tool. I have prepared a condensed sales podcast in the topic. [display_podcast] Click Here the Download the MP3 Now (http://closingbigger.com/sites/closing/files/Pocast_MP3_sales/Closingbiggerdotnetsalespodcastapril.mp3) Subscribe in iTunes to this Sales Podcast (http://phobos.apple.com/WebObjects/MZStore.woa/wa/viewPodcast?id=120765352&s=143455) Get focused, think bigger, and close bigger! Shane Gibson This sales podcast is presented by Shane Gibson (http://www.salesacademy.ca/page135.htm). Shane Gibson (http://www.salesacademy.ca/page135.htm)is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Quick Links: Sales Training Canada (http://www.salesacademy.ca/page120.htm) Sales Training South Africa (http://www.kbitraining.com/sales_training_south_africa.html) Sales Training Boot Camps Vancouver (http://www.salesacademy.ca/page125.htm) Complete Sales Action System (http://www.kbitraining.com/csas.cfm) Managing Complex Business Relationships System (http://www.kbitraining.com/mcbr.cfm) Shane Gibson no http://www.closingbigger.net/2007/04/sales-blog-entry-shane-gibson-in-the-province-vancouver-bc/ http://www.closingbigger.net/2007/04/sales-blog-entry-shane-gibson-in-the-province-vancouver-bc/#comments Sun, 01 Apr 2007 20:07:17 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=50 http://www.closingbigger.net/2007/04/sales-blog-entry-shane-gibson-in-the-province-vancouver-bc/feed/ http://www.closingbigger.net/2007/03/sales-blog-and-podcast-entry-real-estate-sales-technology-meetup/ http://www.closingbigger.net/2007/03/sales-blog-and-podcast-entry-real-estate-sales-technology-meetup/#comments Thu, 29 Mar 2007 04:54:33 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=49 http://www.closingbigger.net/2007/03/sales-blog-and-podcast-entry-real-estate-sales-technology-meetup/feed/ http://www.closingbigger.net/2007/03/closing-bigger-sales-podcast-entry-on-managing-worry-and-fear-by-shane-gibson/ http://www.closingbigger.net/2007/03/closing-bigger-sales-podcast-entry-on-managing-worry-and-fear-by-shane-gibson/#comments Tue, 20 Mar 2007 21:20:56 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=48 http://www.closingbigger.net/2007/03/closing-bigger-sales-podcast-entry-on-managing-worry-and-fear-by-shane-gibson/feed/ big,closing,complex,deals,fear,large,long-term,mastering,sales,Sales Training Canada,selling,shane gibson Today's podcast is about managing worry and fear. Too many of us are overwhelmed by our worry and immobilized by our fear in selling and in the rest of our life. - Download Shane Gibson's Podcast Here - Today's podcast is about managing worry and fear. Too many of us are overwhelmed by our worry and immobilized by our fear in selling and in the rest of our life. Download Shane Gibson's Podcast Here (http://closingbigger.com/sites/closing/files/Pocast_MP3_sales/closingbiggerdotnetsalespodcastmar2007.mp3) Subscribe in iTunes to this Sales Podcast (http://phobos.apple.com/WebObjects/MZStore.woa/wa/viewPodcast?id=120765352&s=143455) [display_podcast] Get focused, think bigger, and close bigger! Shane Gibson This sales podcast is presented by Shane Gibson (http://www.salesacademy.ca/page135.htm). Shane Gibson (http://www.salesacademy.ca/page135.htm)is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Quick Links: Sales Training Canada (http://www.salesacademy.ca/page120.htm) Sales Training South Africa (http://www.kbitraining.com/sales_training_south_africa.html) Sales Training Boot Camps Vancouver (http://www.salesacademy.ca/page125.htm) Complete Sales Action System (http://www.kbitraining.com/csas.cfm) Managing Complex Business Relationships System (http://www.kbitraining.com/mcbr.cfm) Shane Gibson no http://www.closingbigger.net/2007/02/sales-podcast-and-blog-it-technology-sales-video/ http://www.closingbigger.net/2007/02/sales-podcast-and-blog-it-technology-sales-video/#comments Tue, 27 Feb 2007 09:21:22 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=47 http://www.closingbigger.net/2007/02/sales-podcast-and-blog-it-technology-sales-video/feed/ http://www.closingbigger.net/2007/02/sales-podcast-and-blog-entry-video-on-the-power-of-commitment-in-selling/ http://www.closingbigger.net/2007/02/sales-podcast-and-blog-entry-video-on-the-power-of-commitment-in-selling/#comments Tue, 27 Feb 2007 09:18:42 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=46 http://www.closingbigger.net/2007/02/sales-podcast-and-blog-entry-video-on-the-power-of-commitment-in-selling/feed/ http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-video-on-listening/ http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-video-on-listening/#comments Tue, 27 Feb 2007 09:16:19 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=45 http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-video-on-listening/feed/ http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-frequency-in-selling-video/ http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-frequency-in-selling-video/#comments Tue, 27 Feb 2007 09:12:19 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=44 http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-frequency-in-selling-video/feed/ http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-shane-gibson-goal-setting-video/ http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-shane-gibson-goal-setting-video/#comments Tue, 27 Feb 2007 09:09:48 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=43 http://www.closingbigger.net/2007/02/sales-blog-and-podcast-entry-shane-gibson-goal-setting-video/feed/ http://www.closingbigger.net/2007/02/sales-podcast-entry-video-on-setting-and-achieving-powerful-goals-full-30-minute-seminar/ http://www.closingbigger.net/2007/02/sales-podcast-entry-video-on-setting-and-achieving-powerful-goals-full-30-minute-seminar/#comments Tue, 27 Feb 2007 01:21:58 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=42 http://www.closingbigger.net/2007/02/sales-podcast-entry-video-on-setting-and-achieving-powerful-goals-full-30-minute-seminar/feed/ http://www.closingbigger.net/2006/12/sales-podcast-closing-bigger-sales-podcast-and-blog-radio-interview-episode-2-with-minto-roy-on-careers-today/ http://www.closingbigger.net/2006/12/sales-podcast-closing-bigger-sales-podcast-and-blog-radio-interview-episode-2-with-minto-roy-on-careers-today/#comments Mon, 25 Dec 2006 22:09:54 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=41 http://www.closingbigger.net/2006/12/sales-podcast-closing-bigger-sales-podcast-and-blog-radio-interview-episode-2-with-minto-roy-on-careers-today/feed/ bigger,clients,close,closing,companies,deals,free,large,podcasts,Sales Podcast,selling,shane gibson Today's sales podcast was recorded in studio at Careers Today radio show on 1040 CFUN here in Vancouver. The Host Minto Roy interviewed me on the topic of sales performance systems, training, coaching, and of course closing bigger deals and landing ... Today's sales podcast was recorded in studio at Careers Today radio show on 1040 CFUN here in Vancouver. The Host Minto Roy interviewed me on the topic of sales performance systems, training, coaching, and of course closing bigger deals and landing larger clients. [display_podcast] You can dowload today's sales podcast by clicking here (http://closingbigger.com/sites/closing/files/Pocast_MP3_sales/closingbiggerdotnetdecember2006.mp3) Subscribe in iTunes to this Sales Podcast (http://phobos.apple.com/WebObjects/MZStore.woa/wa/viewPodcast?id=120765352&s=143455) Get focused, think bigger, and close bigger! Shane Gibson This sales podcast is presented by Shane Gibson (http://www.salesacademy.ca/page135.htm). Shane Gibson (http://www.salesacademy.ca/page135.htm)is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Quick Links: Sales Training Canada (http://www.salesacademy.ca/page120.htm) Sales Training South Africa (http://www.kbitraining.com/sales_training_south_africa.html) Sales Training Boot Camps Vancouver (http://www.salesacademy.ca/page125.htm) Complete Sales Action System (http://www.kbitraining.com/csas.cfm) Managing Complex Business Relationships System (http://www.kbitraining.com/mcbr.cfm) Shane Gibson no http://www.closingbigger.net/2006/11/sales-podcast-entry-time-and-priority-managment-the-abcs-of-targeting/ http://www.closingbigger.net/2006/11/sales-podcast-entry-time-and-priority-managment-the-abcs-of-targeting/#comments Mon, 13 Nov 2006 21:02:21 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=40 http://www.closingbigger.net/2006/11/sales-podcast-entry-time-and-priority-managment-the-abcs-of-targeting/feed/ closing,closing bigger,companies,deals,goal setting,sales,Sales Podcast,selling,shane gibson,targeting,time management Today's sales podcast is on the ABC's of targeting and time and priority management. One of the biggest challenges we have as big deal closers when chasing opportunities and selling to big companies is that we can get distracted by the little things... Today's sales podcast is on the ABC's of targeting and time and priority management. One of the biggest challenges we have as big deal closers when chasing opportunities and selling to big companies is that we can get distracted by the little things. In this sales podcast we will go through a brief exercise that will help us regain our immediate focus and close bigger! [display_podcast] Click here to download this podcast now (http://closingbigger.com/sites/closing/files/Pocast_MP3_sales/closingbiggerdotnetsalespodcastnov132006.mp3)or subscribe to this podcasts RSS feed by chosing one of the options on the right navigation bar. Get focused, think bigger, and close bigger! Shane Gibson This sales podcast is presented by Shane Gibson (http://www.salesacademy.ca/page135.htm). Shane Gibson (http://www.salesacademy.ca/page135.htm)is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Quick Links: Sales Training Canada (http://www.salesacademy.ca/page120.htm) Sales Training South Africa (http://www.kbitraining.com/sales_training_south_africa.html) Sales Training Boot Camps Vancouver (http://www.salesacademy.ca/page125.htm) Complete Sales Action System (http://www.kbitraining.com/csas.cfm) Managing Complex Business Relationships System (http://www.kbitraining.com/mcbr.cfm) Subscribe in iTunes to this Sales Podcast (http://phobos.apple.com/WebObjects/MZStore.woa/wa/viewPodcast?id=120765352&s=143455) Shane Gibson no http://www.closingbigger.net/2006/11/sales-blog-entry-on-free-leadership-self-assessments/ http://www.closingbigger.net/2006/11/sales-blog-entry-on-free-leadership-self-assessments/#comments Mon, 13 Nov 2006 01:31:03 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=39 http://www.closingbigger.net/2006/11/sales-blog-entry-on-free-leadership-self-assessments/feed/ http://www.closingbigger.net/2006/11/sales-podcast-sales-presentation-skills-part-3/ http://www.closingbigger.net/2006/11/sales-podcast-sales-presentation-skills-part-3/#comments Fri, 10 Nov 2006 05:32:50 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=38 http://www.closingbigger.net/2006/11/sales-podcast-sales-presentation-skills-part-3/feed/ blog,boardroom,canada,closing,closing bigger,executive presentation skills,knowledge Brokers,podcast,presentation skills,sales,sales training,selling This week's sales podcast on sales presentation skills is focused on how to effectively avoid and recover from common bombs and mistakes in sales presentations. Selling in the boardroom is a skill that can greatly accelerate our ability to close big... This week's sales podcast on sales presentation skills is focused on how to effectively avoid and recover from common bombs and mistakes in sales presentations. Selling in the boardroom is a skill that can greatly accelerate our ability to close big deals in our sales career. To Download the sales podcast MP3 (Part 3) on sales presentation skills click here (http://closingbigger.com/sites/closing/files/Pocast_MP3_sales/closingbiggerdotnetsalespodcastnov092006.mp3)or subscribe to the podcast feed using one of the options on the right navigation bar. [display_podcast] This sales podcast is presented by Shane Gibson (http://www.salesacademy.ca/page135.htm). Shane Gibson (http://www.salesacademy.ca/page135.htm)is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Shane Gibson no http://www.closingbigger.net/2006/10/sales-blog-and-podcast-entry-psi-personality-style-indicators/ http://www.closingbigger.net/2006/10/sales-blog-and-podcast-entry-psi-personality-style-indicators/#comments Thu, 26 Oct 2006 17:48:49 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=37 http://www.closingbigger.net/2006/10/sales-blog-and-podcast-entry-psi-personality-style-indicators/feed/ http://www.closingbigger.net/2006/10/sales-podcast-entry-presentation-skills-in-the-board-room-part-2/ http://www.closingbigger.net/2006/10/sales-podcast-entry-presentation-skills-in-the-board-room-part-2/#comments Thu, 26 Oct 2006 03:25:40 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=36 http://www.closingbigger.net/2006/10/sales-podcast-entry-presentation-skills-in-the-board-room-part-2/feed/ canada,knowledge Brokers,presentation skills,Sales Podcast,sales training,selling,shane gibson This weeks sales podcast is part 2 of a 3 part series on presentation skills in the boardroom. This entry is focused on adressing the various buyer and learner styles we will encounter when doing sales presentations This weeks sales podcast is part 2 of a 3 part series on presentation skills in the boardroom. This entry is focused on adressing the various buyer and learner styles we will encounter when doing sales presentations. You can download the file by clicking here (http://closingbigger.com/sites/closing/files/Pocast_MP3_sales/closingbiggerdotnetsalespodcastoct252006.mp3)or you can subscribe via itunes or directly to the feed by clicking one of the options on the right naviagtion bar. [display_podcast] This sales podcast is presented by Shane Gibson (http://www.salesacademy.ca/page135.htm). Shane Gibson (http://www.salesacademy.ca/page135.htm)is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Shane Gibson no http://www.closingbigger.net/2006/09/closing-bigger-sales-podcast-entry-sales-podcast-part-1-on-executive-presentation-skills/ http://www.closingbigger.net/2006/09/closing-bigger-sales-podcast-entry-sales-podcast-part-1-on-executive-presentation-skills/#comments Thu, 14 Sep 2006 23:00:31 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=35 http://www.closingbigger.net/2006/09/closing-bigger-sales-podcast-entry-sales-podcast-part-1-on-executive-presentation-skills/feed/ ,blog,blogs,knowledge Brokers,podcast,podcasts,presentation skills,sales,shane gibson,south africa This weeks sales podcast is on presentation skills and their importance in the boardroom when pitching potential clients. This is part 1 of a 3 part podcast series on the topic. You can download todays sales podcast by clicking here. This weeks sales podcast is on presentation skills and their importance in the boardroom when pitching potential clients. This is part 1 of a 3 part podcast series on the topic. You can download todays sales podcast by clicking here. (http://closingbigger.com/sites/closing/files/Pocast_MP3_sales/closingbiggerdotnetsalespodcastsept142006.mp3) [display_podcast] Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals (http://www.amazon.com/gp/product/0973817402/002-5857163-4533664?camp=14573&creative=327641&link%5Fcode=as1&n=283155)and President of Knowledge Brokers International Systems Ltd (http://www.kbitraining.com). a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs. Shane Gibson no http://www.closingbigger.net/2006/07/sales-blog-entry-from-my-mentor-fred-shadian-imagine-life-being/ http://www.closingbigger.net/2006/07/sales-blog-entry-from-my-mentor-fred-shadian-imagine-life-being/#comments Mon, 10 Jul 2006 05:48:11 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=34 http://www.closingbigger.net/2006/07/sales-blog-entry-from-my-mentor-fred-shadian-imagine-life-being/feed/ http://www.closingbigger.net/2006/05/sales-blog-entry-using-frequency-in-selling/ http://www.closingbigger.net/2006/05/sales-blog-entry-using-frequency-in-selling/#comments Fri, 19 May 2006 22:59:04 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=33 http://www.closingbigger.net/2006/05/sales-blog-entry-using-frequency-in-selling/feed/ http://www.closingbigger.net/2006/05/field-sales-training-and-development-calls-sales-blog-and-podcast-entry/ http://www.closingbigger.net/2006/05/field-sales-training-and-development-calls-sales-blog-and-podcast-entry/#comments Sat, 06 May 2006 20:59:07 +0000 Shane Gibson http://salesvideopodcast.com/CLOSINGBIGGER.NET/?p=32 http://www.closingbigger.net/2006/05/field-sales-training-and-development-calls-sales-blog-and-podcast-entry/feed/