Social Media Podcast and Sales Training Blog by Shane Gibson » iPhone Podcasts

Podcast – Helping salespeople get smarter with digital assistants and technology

Shane Gibson — Thu, 07 Jan 2010 19:29:15 +0000

Amacus

Today’s podcast is with sales technology thought leader John Cousineau who is President of Innovative Information the creators of Amacus. John and I have had a number of coffee chats and debates around why and how to use technology and social media to improve sales performance and customer experience. The nexus of sales and social media seems to be happening in the CRM and Social CRM space. The question is it happening fast enough and making things more efficient or is it just giving sales people more buttons and buzzwords to worry about.

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Podcast: 10 Things That Will Not Change About Social Media in 2010

Shane Gibson — Wed, 23 Dec 2009 04:58:50 +0000

Today’s podcast is about 10 Things That Will Not Change About Social Media in 2010. There have been 1000’s of bloggers who have put fingers to keyboard and pounded out their predictions for social media in 2010. While there’s many predictions about future technology advancements, new demographics and debatable Twitter growth there are many things that are not going to change. So here is a summary of my thoughts that are on the podcast:

10 Things That Will Not Change About Social Media in 2010

It’s about the conversation
It belongs to everyone
It can’t be controlled only lead
It works best integrated
It doesn’t fit in the marketing ROI box
It’s an investment
It’s never been about the tools but those who wield them
It’s not going away, it’s not a fad
Experimenting with your clients money is a bad idea
Success belongs to the storytellers

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Why Social Media ROI is NOT as Important as ROR

Shane Gibson — Tue, 15 Dec 2009 19:28:23 +0000

Today’s social media podcast is on social media ROI or return on investment and why it’s not nearly as important as ROR. ROR is a term introduced to me by Darcy Rezac author of Work the Pond. From a social media perspective and a general marketing perspective most people are nearsighted and have serious tunnel vision when it comes to social media ROI. ROR is about return on relationship and not just winning clicks but winning hearts, minds and loyalty. Most people talking about social media ROI have only been studying it for 24 months or less. Some don’t even use social media actively as an engagement and relationship building tool. I discuss this and many other aspects of ROR and ROI for social media in today’s podcast. Any and all feedback on this podcast would be welcome and appreciated.

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Hootsuite for the iPhone – Social CRM Just Went Mobile!

Shane Gibson — Thu, 10 Dec 2009 05:45:18 +0000

Those of you who follow me on Twitter will know I’m a big Hootsuite fan. I interviewed Ryan Holmes CEO of Invoke Media (the company that made Hootsuite) a few months ago about the Twitter app and I’ve been a loyal user ever since. It is a web based Twitter app, and actually if fully used to it’s capacity could be considered a Social CRM tool. I use Hootsuite to monitor 15 niches’ of clients, stakeholders, influencers and friends. I also use the program to do A/B testing on headlines and research what time of day people respond best to my updates and links. The fact that I can now take this Twitter/Social CRM tool with me on my iPhone truly un-teathers me from the office and allows me to interact with my Twitter accounts, clients and core niche markets. Expect more Tweets from me on the go now. The video is on the Hootsuite iPhone App:

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Dr. Denis Cauvier author of Hired 2.0 Podcast Interview with @shanegibson

Shane Gibson — Tue, 08 Dec 2009 23:22:50 +0000

Today’s podcast interview is with Dr. Denis Cauvier bestselling author of the ABCs of Making Money. The podcast interview is on his new book “Hired 2.0 – Recruiting Exceptional Talent at the Speed of Lig ht” and explores how social media, social networking and Generation Y has changed the way we need to approach recruiting, hiring and keeping great staff. Denis is a long time associate and friend of mine who has spoken to audiences in 45 countries on the topics of hiring and retaining great staff.

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Leading and Collaborating with Generation Y

Shane Gibson — Fri, 13 Nov 2009 19:34:17 +0000

I’m doing a seminar on December 2nd in Victoria and December 3rd in Vancouver and thought I would share some of what I will be talking about with you in my podcast. Today’s focus is on how to engage, lead and train Generation Y / Millenials in the workplace. This demographic is much maligned and misunderstood.

More information on the seminars here:

Seminar Details

“Leading and collaborating with stakeholders and employees in a hyper connected marketplace.”

With employees, customers and stakeholders equipped with technology that allows for mass collaboration and rapid communication we as leaders need to understand how to harness this technology and the crowds we are connected to.

Today’s workplace is not a homogeneous one. As leaders we have to lead teams that are made up of Baby Boomers, Generation X and Generation Y. This coupled with diverse cultures and values in the workplace make leading both exciting and challenging.

In this session Shane Gibson will cover core trends, leadership tools and opportunities that are associated with today’s digitally connected and diverse marketplace.

Key topics include:

• New rules for engagement in a digitally transparent era.
• Web 2.0 collaboration and learning tools.
• Creating an environment that is productive and engaging for the millennial / Gen Y.
• Tips and approaches for recruiting staff using tools like Facebook, Linkedin and Twitter.
• Using technology to break down silos and create collaboration within your organization.
• How to apply timeless leadership principles to this new work and business climate

CMA Testimonial

“I found the seminar (Partnering & Stakeholder Relationships, November 2009) very beneficial. Shane did a great job on the presentation and communicating the message. I would highly recommend his sessions to my fellow CMAs.”

Sanjeev Lal, CMA, Abbotsford

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3 Things You Must Know About Social Media

Shane Gibson — Mon, 21 Sep 2009 22:34:54 +0000

I was recently asked to summarize the what marketers must know about social media marketing by Jay Levinson. I was about to answer him when he added a stipulation in, in 3 points, only 3 summarize what marketers must know about social media. I thought I would share with you what I shared with him:

It’s a conversation – As marketers in the past we have been awarded based upon our ability to craft messages and broadcast to an audience, a niche or a market segment. People no longer want to be talked at. In fact their conversations with each other on Twitter, Facebook, or even the videos they post on YouTube impact and define major brands. As social media marketers we need to get involved in those conversations if we want to effectively brand and market online.
It’s a listening tool – More than a conversation, social media marketing is about listening. We need to be listening for opportunities to engage with people that are talking about our brand. Social media gives us the opportunity to engage at the instant someone is talking about us (if we’re listening), and have relevant, personal and authentic conversations with our customers. Use tools like Twitter search, Google Alerts, and SocialMention.com to monitor those conversations.
Social media belongs to everyone, which is good and bad, it forces you to be different to win – As a marketer you no longer have control or a monopoly on a medium. Social media tools are in everyone’s hands. This is great news for anyone who wants to create a brand and generate revenues online. This is also a bad thing, because it creates a lot of noise. You must have a distinctive message, offering and leadership style if you want to get noticed online. To win you must be more engaging, add more value, and be more creative than everyone else if you want to rise above the noise.

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The End of Social Media

Shane Gibson — Wed, 16 Sep 2009 04:58:59 +0000

The End of Social Media

Yes I have consumed the social media Kool-Aid. In fact I have opened my own roadside stand. Social media is an exciting disruptive technology. But the ride is almost over, the hype will die down after everyone has found everyone on Facebook and when even our dog has a blog. Marketers and the community at large will ask “Now What?”

Social media will come to an end. The ride is not over yet, we have a few good years ahead of us but the writing is one the wall. My podcast today is about the end of social media and what it means to marketers, bloggers, business owners and the community as a whole.

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28 Ways to Improve Your Sales Results

Shane Gibson — Fri, 31 Jul 2009 20:13:31 +0000

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

Here’s how 28 Days to Better Selling Works:

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

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

Day1 The ABC’s of Targeting

Day 2 Targeting the Right Referral Sources

Day 3 Prospecting in Person

Day 4 Networking Strategy

Day 5 LinkedIn Prospecting

Day 6 Investigative Prospecting

Day 7 Lead Nurturing

Day 8 Don’t Be A Boring Salesperson

Day 9 Listening in Sales

Day 10 Needs Analysis in Sales Part 1

Day 11 Needs Analysis In Sales Part 2

Day 12 Twitter for Sales Part 1

Day 13 Twitter for Sales Part 2

Day 14 Keeping Commitments

Day 15 Selling Benefits and Results

Day 16 Preemptive Objection Handling

Day 17 Sell the Price Different Not The Total Cost

Day 18 Vital Signs

Day 19 Preparing For a Sales Call

Day 20 Team Selling

Day 21 Just Thinking About You

Day 22 Team Players Make Efficient Sellers

Day 23 Day of Rest, Chill Out and Reflect

Day 24 Influencing Top Level Decision Makers

Day 25 Key Skills and Strengths for Selling Intangibles

Day 26 Reducing Anxiety and Worry

Day 27 15 Ways to Close A Sale

Day 28 Operationalizing Your Sales Process

Want to Close Bigger Deals? Buy the Book:

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Becoming and Influencing Thought Leaders

Shane Gibson — Sun, 26 Jul 2009 05:10:18 +0000

Ronald Lee of Man Meets Woman Happy Sexy You and Vancouver Social Board sponsored this post for the blogathon for the Vancouver Food Bank.

The topic Ronald chose was: What It Takes and/or How to Become a Thought Leader?

This is a great question, have a listen to this podcast to hear about becoming and influencing thought leaders.

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

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How long is a long term marketing goal? Are you quitting too soon.

Shane Gibson — Sun, 26 Jul 2009 04:52:26 +0000

Jay Levinson says it takes up to 18 months for a the market to react and accept a new brand. Jim Janz says it takes 18 months it develop a leader. Fred Shadian says it takes 1000 training sessions to become a master. Malcolm Gladwell says it takes 10,000 hours to become an outlier.

This podcast is about becoming a community building and marketing maven. How long have you invested in yourself and your people?

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Can a fictional character blog? Guest Blogger Tris Hussey

Shane Gibson — Sun, 26 Jul 2009 04:23:13 +0000

Guest blog entry by Tris Hussey, author, blogger, new media maven:

Can a fictional character blog?

This was a huge question in the early days of blogging. Blogging stalwarts felt that only “real” people should be blogging, especially for a company. There were a couple notable character blogs that were pretty controversial at the time: the Denali Flavors Moose blog and T. Alexander from the Gourmet Station blog.

For a number of months this was an all-consuming tempest in a teacup, with all sorts of name-calling and unpleasantness, however when it all blew over…
Sure, characters can blog. It became clear that whether it was fan fiction or a company mascot assuming the role of “spokesperson”, it wasn’t who the “author” was pro-ported to be, but rather what and how things were said.
Businesses find it helpful to have one “person” be the voice for the entire company, but have several folks write behind the scenes because there aren’t enough people in the company to dedicate one person to blog. The hardest part of having multiple authors blogging is keeping the “voice” of the writing the same. One easy fix is to divide the tasks up. Maybe only one person writes longer posts, but others do things like a weekly post of interesting links or another do the photo of the week. Mix up the type of posts and the people writing them and you’ll have a dynamic blog with a lot less effort!

This is an excerpt from Tris Hussey’s upcoming book on blogging “6 Easy Blogging Projects” published by Pearson. Follow Tris on twitter.

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

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Podcast: Marketers are Lying to You About Social Media

Shane Gibson — Sun, 26 Jul 2009 02:40:14 +0000

This doesn’t need much of an intro. The title says it all. Marketers are lying to you about social media. People are designing speeches, and marketing packages around a topic they have very little background in. Listen to the podcast to find out why this is happening and what to do about it.

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Sales Skills are Part of a Good Social Media Strategy

Shane Gibson — Sun, 26 Jul 2009 02:03:30 +0000

The last podcast I did was about “Getting Real in Social Media” and this is an extension of that. I’m a big proponent of the use of social media marketing and social networking in business. With that said, often social media helps us start a relationship, it can also help us nurture a relationship, but there are core sales skills needed to turn those relationships into revenues. There are dozens of core sales competencies but for this podcast I want to focus on three that social media marketers need to master:

#1) They need to master the art of Rapport Building

#2) They need to get good at Needs Analysis Selling

#3) They need to understand how to sell what people buy, and it’s not features, price or technology

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

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Social Media and Twitter Videos

Shane Gibson — Sun, 26 Jul 2009 01:01:29 +0000

I have made a few videos about Tweetups, Twitter, and social media over the past few months. Here’s some of my favorite ones. Enjoy

Twitter For Sales Part 1

Twitter For Sales Part 2

What the Heck is a Tweetup?

Social Media is Turning Sales and Marketing Upside Down

How Hard is it to Video Blog?

To Donate the the Vancouver Food Bank Click here or the image below. Every bit helps!

Blogathon 2009 for Vancouver Food Bank

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Investigative Prospecting Day 6 of The 28 Days to Better Selling

Shane Gibson — Sat, 23 May 2009 15:43:42 +0000

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 prospecting in the past few days.

Today’s sales podcast is for Day 6 of The 28 Days to Better Selling. 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:

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Social Media ROI for Business

Shane Gibson — Thu, 14 May 2009 16:03:50 +0000

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)

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Marketing and Sales Has Changed Have You?

Shane Gibson — Tue, 12 May 2009 23:15:39 +0000

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:

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
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28 Days to Better Selling with Shane Gibson

Shane Gibson — Sat, 09 May 2009 21:26:07 +0000

Launches May 18th 2009

If you want to improve your sales and have been too busy to put a plan into place you’re not alone.

I have had many people in the sales community including sales professionals, senior executives and high tech entrepreneurs and bloggers who are all looking for ways to convert connections into long-term clients and relationships.

Their challenge is that most resources available are either one time training opportunities, or extensive and over whelming programs that are tough to implement. This program takes care of all of this.

The 28 Days to Better Selling program is completely free and is 100% content and 0% advertising or promotions. All content focused on helping you.

This concept was inspired by a 31 Days to Build a Better Blog program that Problogger.com put on for 12,000 other bloggers. As a participant it was very helpful for me. The concept is simple:

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

To Register for the program please enter your e-mail address below:

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Top Sales Blogs and Top Sales Podcasts This Week

Shane Gibson — Sun, 03 May 2009 21:34:16 +0000

This week has been an awesome week. I did two blog entries while I was away in Chile which was half of my usual volume compared to the previous few weeks. The most memorable one was the interview I did with Jay Levinson father of the Guerrilla Marketing movement. With that said the world of sales blogging and sales podcasts has churned forward regardless. Many of my peers and friends have posted some great new tips and content that I would like to share with you.

Shamus Brown did a blog post called “Your Prospects are Human Lie Detectors.” It’s amazing that in this era of extreme transparency that sales professionals and business people still are missing this core lesson.

Simone Blum urged us to be Un Reasonable when it comes to business decisions and launching a new idea or product.

Alan Majer provided a great list of 21 things we can do to succeed in a carreer in selling.

The guys at Sales Roundup put together a good sales podcast on finding and prepping for a sales job.

The guys at the Advanced Selling Podcast did a great podcast on The Rules Tools and Attitudes needed to put more prospects into the sales funnel.

Brad Trnavsky at the Sales Bloggers Union did a good sales blog entry on The Primary Role of a Sales Manager.

Skip Anderson in his Selling to Consumers Podcast talked about the Essence of Selling. It’s all about helping the client make a decision according to Skip.

Lastly I found this sales cartoon from Count5.com and it reminded me of at least half of the sales people that call my office daily. Anyone else suffering from the same?

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Jay Levinson Guerrilla Marketing Video Interview With Shane Gibson

Shane Gibson — Fri, 01 May 2009 01:26:40 +0000

My wife Wannapan and I had the fantastic opportunity to spend several days with Jay Levinson (twitter) and his wife Jeannie while we were in Santiago Chile this week. Jay and I both spoke at the Annual Sales and Marketing conference put together by Seminarium, the leading provider of executive business education in South America.

Jay Levinson has sold over 20 million books on Guerrilla Marketing making him one of the top selling marketing authors in history. Following is a brief video interview I did with Jay on Guerrilla Marketing.

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Finding Your Voice in Social Media Sales and Leadership

Shane Gibson — Mon, 20 Apr 2009 20:50:08 +0000

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?

That’s a great question so I thought I would answer it in the form of a podcast today.

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Top Sales Blog and Podcast Entries of the Week

Shane Gibson — Mon, 20 Apr 2009 07:27:22 +0000

This week was a bit of a chore for me as far as devoting time to read other blogs and listen to podcasts. Stephen Jagger and I have been busy with our latest project and a lot of my time has been spent on marketing and technology orientated sites. With that said there were several blogs that did leave an impression on me. Here’s a quick list of what I found to be notable entries on the sales blogosphere this week.

#1) This is actually a live feed of multiple sales bloggers from around the globle. The World’s Top Sales Bloggers List is a great place to discover new sales bloggers and podcast producers.

#2) Dave Kurlan put together a great sales management checklist of must have attibutes for sales leaders and managers.

#3) Kevin Eikenberry posted a good list of 5 ways to do some spring cleaning to your life. Good tips for those needing to refocus.

#4) Paul Espinosa talked about how critical it is for organizations to get good ar hiring good sales managers in his post on “Sales Managers – The Real Role.”

#5) The guys at the Sales Roundup Sales Podcast put together a great show on “How to price what you sell.”

#6) George Petri from Symvolli posted a sales podcast on “B2B Relationships Don’t Have To Be Lost – Continuous Contact Doesn’t Mean Customer Stalking.” Great stuff on creative follow-up.

#7) Bill Caskey and Bryan Neale put together a podcast on getting to and dealing with decision makers.

#8) Rick Cooper: The Fortune Is In the Follow Up was another podcast that I enjoyed.

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Social CRM The Future of Sales and Marketing?

Shane Gibson — Thu, 16 Apr 2009 22:00:01 +0000

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 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 @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)

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:

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Sales Leadership Navy Seal Style

Shane Gibson — Thu, 16 Apr 2009 02:47:02 +0000

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 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.

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Sales Podcast – 5 Easy Ways to Boost Sales and Motivation Now

Shane Gibson — Wed, 15 Apr 2009 16:07:07 +0000

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.

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Hey Clueless Networker Maybe They’re Just Not Into You Anyway!

Shane Gibson — Mon, 13 Apr 2009 16:59:08 +0000

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, various Vancouver Board of Trade Functions, Tweetups 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):

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Top Sales Blogs and Podcasts This Week

Shane Gibson — Mon, 13 Apr 2009 00:09:05 +0000

I have been spending more time seeing what my peers and friends have been up to this week. I’m connected to a lot of them via my membership in Top Sales Experts and others through speaking at the same conferences over the past few years. (In no particular order) Here are some good posts from the past week that you may find insightful:

Chris Maurer did a great blog post on Social Media for B2B Sales, he talked about the importance of laying out a strong strategy for your sales team to use the tools effectively.

Jonathan Farrington said it well when he said “Successful ‘closers’ know that there is no need to use magic phrases or techniques because if they’ve effectively followed the sales process, closing the sale is the next step in a logical sequence.” in his great blog post on “Closing. It’s easy if…”

Neil Godin did a great blog entry in his Marketing Dangerously blog on “May I help you?” and how he was able to help a company double their customer conversion levels by shifting the way they great customers.

Wendy Weiss did a podcast that really talked about the difference between Amateurs versus Professionals in the art of cold calling. “Fix Your Saggy Butt!” (I’m glad I never have been a dancer or a model, sales sounds easy after her story).

Colleen Francis blogged about the importance of CRM for sales teams of any size. The blog was answer to a blog reader’s question. I liked Colleen’s practical logical arguement for those that may still be sitting on the CRM fence.

Stephen Jagger founder of Reachd and Ubertor posted a great video of Vic Jang speaking on the Future of Real Estate Sales.

Skip Anderson posted some straightforward but often missed sales management tips for ramping up your effectiveness in “Sales Manager, How Are You Going to Spend Your Time Today?”

Ian Watt did a video blog titled “Don’t Become a Realtor for the Money, it Will Eat You Alive” (you can see all of his video blogs here). It’s great insight on loving what you do.

Another great resource for sales blogs and podcasts is the sales channel of Alltop.com

If you have any favorite posts or authors you like please share them in the comments section.

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Sales Podcast – 10 Ways to Avoid Cold Calling

Shane Gibson — Wed, 08 Apr 2009 15:58:19 +0000

Today’s sales podcast is focused on 10 ways to avoid cold calling. In the sales podcast I will cover 10 ways to avoid cold calling. Here’s the list:

Become a constant prospector
Attend industry events twice a week
Blog everyday about solutions to client pains
Make new connections using Twitter
Ask for introductions through Linkedin
Share your ideal client profile with your entire network in the form of a distributed case study
Inform clients you’re looking for new business
Offer referral fees to non-competitive service or product supplier
Be newsworthy or launch a press release
Use seminar and webinar selling
(Bonus) Become a subject matter expert

Here’s today’s sales podcast on the topic:

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Sales Podcast Transactional vs Relationship Focused Selling

Shane Gibson — Wed, 18 Mar 2009 22:33:37 +0000

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 behaviour?”

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.

Here’s today’s podcast:

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Integrated Social Networking and The Vancouver Board of Trade

Shane Gibson — Sun, 15 Mar 2009 09:16:06 +0000

This video is from a seminar I delivered to the Vancouver Board of Trade on Selling and Succeeding in Turbulent Economic Times. A good portion of the seminar focused on how to use social media and social networking in the sales process.

Your thoughts and feedback would be greatly appreciated

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Leadership in a Digital Age – Is there a Leadership 2.0?

Shane Gibson — Thu, 26 Feb 2009 18:40:36 +0000

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.

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What’s Your Social Media Profile?

Shane Gibson — Thu, 12 Feb 2009 22:46:32 +0000

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

Which describes your Facebook activity

I'm not on Facebook
I'm on Facebook but keep most of my profile private and very professional
I have a large list and send out regular marketing messages to my connections, it's a marketing tool for me, i don't tend to get personal or visit other people's profiles
I post some information and tend to visit friends profiles and make comments
I'm on Facebook, never update it and once in a while see what others are doing but never comment or engage
I update it regularily, post a lot of videos or notes and positively engage others

What is your involvement in blogs

I read some mainstream blogs
I often comment on blogs to build back links and/or to create awareness of my products and service
I read blogs regularily but rarely comment on them and rarely pass on what I read to other people online
I don't spend time on blogs or read them
I actively write or post video and audio to my blog
I visit a lot of blogs, I have favorites that I often comment on and even share some of the information with others online

What is your activity on Twitter?

I'm on it almost everyday and post updates that are about my business and my personal life, and respond to others comments often passing on valuable comments to other as well. I am rapidly building a large following on Twitter.
I have a Twitter profile but it has no photo or web link and I rarely use it
I follow a lot of people but don't tend to do a lot of updates. I don't have a lot to add to the conversation
I follow a lot of people on twitter and pass on information I don't tend to link to my own blog entries but do "Retweet" other's valuable information I've made quite a few friends on Twitter
I follow people on Twitter to ge them to follow me. Almost all of my updates are focused on what I'm marketing.
Twitter? What's Twitter?

How are you using Video Online

I have a video channel (Youtube, Viddler, Seesmic etc.) and add content on a regular basis. The videos are rich in content that others feel are valuable or entertaining
I'm not sure what a video "channel" and I almost never watch video online
I have a video channel on many video sites. I tend to post marketing orientated videos online only. I don't give a lot of free information away.
I reguarily watch other peoples video. Sometimes I will even rate them.
I have uploaded some videos but tend to spend more time watching other peoples videos. I regularily pass on good videos to other people
I watch video through mainstream news sites and sometimes on Youtube but don't usually comment on them or share them with others

Sharing online:

I get most of my information from TV, Radio, Newspapers or during in person conversations with other people.
I give away or share a lot of valuable information through blogging, whitepapers, social networks and many other mediums. I believe that giving away real content and value helps build my business or further my cause.
I read and consume information online but rarely ever pass it on to others
I seek our valuable information and content and share it with my friends. I sometimes will comment or add to this content if I feel I can make a valuable contribution.
I read and consume a lot of online content but don't share it with others often.
Most information I post online is product or service orientated. My blog or site is truly a marketing piece. If people want great content they're going to have to pay for it.

Blog content and behavior

I have a blog, it's focused on company updates, people can comment but I have to approve them and usually delete negative comments or comments from competitors
I have a blog for my company but someone else handles that.
I have a blog update it sometimes and allow comments but don't tend to respond to them
When I blog it's for the reader. It truly reflects my personality or the personality of the company. People, even competitors can comment freely on it. I rarely delete negative comments, usually I will respond to them and engage my visitors.
My blog is product and company focused and I update it with promotions, corporate information and testimonials. I don't allow comments on my blog.
I don't have a blog.

Taking on-line connections offline

I have joined a few of these groups online but have never attened
I am a member of many Meetups and I attend a lot of these types of gatherings, it gives me an opportunity to sell or promote what I am doing in person.
I infrequently attend Meetup, tweetup, or other type of gathering of people who are connected to me online
I attend a regular Meetup, tweetup, or other type of gathering and tell others about it too.
I host a regular Meetup, tweetup, or other type of gathering so that the people I meet online can connect with myself and my network.
I have no idea what a Meetup or Tweetup is.

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

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Peter Legge Video Be Bold

Shane Gibson — Mon, 09 Feb 2009 18:24:35 +0000

Last week I attended a great seminar by Peter Legge on Doing Business in Tough Times. It was great to see a business leader like Peter echo what I have been blogging, podcasting and speaking about for the past 6 months. So many people have taken the easy route, stopped following their business plan and started following the news. It’s all about courage and personal responsibility. This video is Canada focused but I believe it has global applications. It was produced for the event last week.

Enjoy:

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Getting Real About Prospects – Is It Really A Sales Lead?

Shane Gibson — Fri, 30 Jan 2009 00:25:24 +0000

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 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.

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Using Internet Marketing for Sales and Recruiting with 49above.com

Shane Gibson — Thu, 29 Jan 2009 23:25:04 +0000

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. 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” keywords in attracting the right prospects.

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Leading in Turbulent Times with Mike Desjardins

Shane Gibson — Thu, 22 Jan 2009 19:07:00 +0000

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

About Mike Desjardins:

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

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

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

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CEO Attraction – Sales Podcast on Selling to CEO’s

Shane Gibson — Wed, 21 Jan 2009 19:56:25 +0000

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?”

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Five Minutes With VITO Podcast with Shane Gibson

Shane Gibson — Mon, 12 Jan 2009 21:00:06 +0000

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:

Click the book to learn more…

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Filling Your Sales Funnel Fast in 2009

Shane Gibson — Wed, 07 Jan 2009 20:24:17 +0000

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.

Direct MP3 Download Link

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Having an On-Purpose and Successful 2009

Shane Gibson — Mon, 15 Dec 2008 08:03:10 +0000

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.

Today’s Podcast is about identifying and searching for our deeper purpose in business, community and life.

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Captain Trevor Greene – Peace Warrior – Co-author

Shane Gibson — Sat, 13 Dec 2008 08:34:28 +0000

I’m sitting here at Blenz Coffee in Yale Town just 15 meters from where I had my last drink with Captain Trevor Greene before he headed to Afghanistan to take part in what was then coined “Operation Archer.” I met Trevor through my cousin Robyn Gibson who went to Kings College with him many many moons ago. A lot of people ask how tow seemingly very different people ended up writing a book together about multi-million-dollar deal makers.

As most of my stories start, it began with Guinness and good times. I tipped several pints over several nights with Trevor and Robyn and we formed a friendship. Eventually I asked Trevor to help me as a Ghost Writer for my book ( later named “Closing Bigger the Field Guide to Closing Bigger Deals”) yet after a few weeks of working with him his in depth of experience as a real crime reporter, Bloomberg business writer, and all around brilliant guy, I asked Trevor if he would be co-author with me instead of just a writer in the background. At that time I had the first glimpse of this gentle warrior genius and I knew that I wanted to share more adventures, successes and creative moments with him.

It soon came to pass after many months and some great mentoring by people like Dr. Denis Cauvier and my father Bill Gibson that the book was ready for market. Trevor and I liked to celebrate a good day of writing with a a few pints after work. We calculated that “Closing Bigger” took 386 pints to write. Not bad. We should have had more Guinness and written the sequel too. All joking aside, in the year we worked together sided by side we forged a great relationship, and for the first time in a very long time I had found a business partner that I could completely trust, COMPLETELY.

So it was with great sorrow and angst ( I hope I hid it well ) that I bid Trevor farewell from the Yaletown brewing company in Vancouver, gave him a big hug (wasn’t something we did normally) and watched him walk out the door. It’s the last time I witnessed him walk. He as a reservist turned full time military officer he was heading to Afghanistan to emancipate those without a voice. Trevor dreamed of fresh water, young girls with access to education, and renewing hope for those who had lived under tyranny, ignorance, and war for decades.

Three months later; just before 7:00 am in early March 2006 my phone rang. The call displayed “Gregory Kirkpatrick” a mutual friend and rugby buddy of Trevor’s and mine from the Vancouver Rowing Club. I knew it could only be one thing. Trevor Greene.

“Trevor’s been hit in the head, he might not make it, he was ambushed”

I originally thought he had been shot in the head. I later learned that while meeting with some village elders in a small town attempting to find out what rebuilding they needed (schools, infrastructure etc.) he was “Brained, LITERALLY” (as Trevor describes it) with an axe to the head by a deranged young man. The axe literally chopped part of his skull and brain in half, leaving bone, blood and gray matter on the ground. They all thought he was dead. The young man that hit him was riddled with bullets and died before he hit the ground. ( You can read more about the incident here )

That morning was for me the lowest emotional point of my life. We had built a friendship, a brotherhood, and a dream together and now it was taken away from me, from him, from Debbie and little Grace. I woke my wife up sobbing, wailing actually. I had held people while they died, I even while living in Africa witnessed up close an execution/gun fight in front of the Hard Rock Café in Johannesburg of all places, but nothing in my past compared to this.

I was angry, I should have done more to make him stay. I should have made him quit. This angst spread into a low level numbness that lasted months.

Back to Trevor: First he had to stabilize, then they would fly him to a US Military hospital in Germany where they would operate on him. While I was full of sorrow and a healthy dose of self pity Debbie Lepore, Trevor’s Fiancée was arriving in Germany and about to begin an incredible journey with Trevor.

They told her that he might not live, and if he did, he probably wouldn’t wake up. If he did wake up, he would be a vegetable. Debbie simply replied “You don’t know Trevor.” This would become her mantra. Their mantra. No one had ever come back from this, there is no medical case history. Once a Doctor told her to put him in long term care and get one with her life. “You don’t know Trevor” she replied

Experts defined: Ex= “a has been” Spirt= “a drip under pressure.” The problem with these people is they attempt to measure the infinite with finite tools. As much as Trevor’s story is about a hero and a warrior it is one about infinite love and faith. That cannot be measured by indoctrinated “group thinkers.”

“He will not wake up”
He woke up.
“He will be a vegetable”
He responded and was aware
“He will not talk”
He talked
“He will not survive several bouts of pneumonia”
He healed, he survived
“He will not have use of his limbs, he will not be able to move on his own”
He now can feed himself, he can now push his own wheelchair and sometimes if he’s really motivated he can tip his own beer.
“But he will not walk again.”
YOU DON’T KNOW TREVOR

I visited Trevor and Debbie in the hospital several times when he was in Alberta. One trip I visited and he according to others was just coming out of a depression of sorts. (I worked with him, and we’re both moody at the best of times!) I asked him why the positive change? What happened? Why had his progress rapidly increased all of a sudden?

In his own words to me:

I forgave my attacker, you can’t hate and heal at the same time.

Love heals. Love creates abundance. Give what you most want. If you want love, give it. If you want respect, give it. If you want peace, give peace.

In the documentary about Trevor Greene and Debbie Lepore that airs today at 7pm PST on CTV here in Canada (done by an amazing woman Sue Ridout) Trevor answers a question and his answer is something that stuck to me, permeated my being.

The question was “Trevor do you have dreams about what happened?” Trevor answers “Yes. I’m in Afghanistan, I’m sitting in the village where I was attacked, I am talking to the boy that attacked me, and I tell him, I’m sorry, I’m sorry that my friend killed you, I was there in uniform in your home, with a weapon.”

Many people think it’s too late to change, to change their lifestyle, to change their habits, to learn new things. At 41/42 years old Trevor has been able to rewire his brain, retrain his Nero system, and rewire the brains of anyone who is influenced by Trevor and Debbie.

Trevor and Debbie, their story, and their friendship has changed me forever. I feel blessed to know these two heroes, these two healers. Some of the lessons that I have been blessed with as a result are:

Trust your heart not the experts
One person is a majority not a statistic
You can’t hate and heal at the same time, so make up your mind
Love and faith are really great medicine
See the miracle in every moment you spend with those you love
Tell them how much they mean to you sooner than later
With faith, focus, and follow-through anyone can create massive positive change in their life, in their body, and in their community.

==========================================

December 14th Update:

Summary in Macleans Magazine of the Documentary on CTV ( W five )

Video Trevor Greene “Peace Warrior” You can now watch parts of the documentary on CTV.ca

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Rapport Building it’s about being totally present

Shane Gibson — Fri, 28 Nov 2008 02:57:15 +0000

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.

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Ian Watt and Certified Management Accountants review of Shane Gibson Seminar

Shane Gibson — Wed, 26 Nov 2008 22:54:10 +0000

In this blog entry:

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

Ian’s Video:

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

Vinetta Peek’s review of the event:

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

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

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

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

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

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

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

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

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Network outside of your silo – building wealth is about relationships

Shane Gibson — Fri, 21 Nov 2008 19:19:38 +0000

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. Today’s podcast is about my reflections on this great concept:

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Using Social Media and Social Networking to Succeed in Tough Times

Shane Gibson — Thu, 13 Nov 2008 01:38:45 +0000

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.”

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Selling in Tough Economic Times Sales Podcast

Shane Gibson — Thu, 09 Oct 2008 00:02:27 +0000

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:

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Craig Elias Interview Trigger Event Selling Podcast

Shane Gibson — Fri, 01 Aug 2008 23:20:13 +0000

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 profitable.

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Twitter and Grandcentral.com as Sales Tools Podcast

Shane Gibson — Wed, 30 Jul 2008 22:40:54 +0000

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.

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Real Estate Sales Podcast – Stephen Jagger

Shane Gibson — Wed, 30 Jul 2008 22:03:09 +0000

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.

Here’s today’s Episode:

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Vancouver Board of Trade – Video Clips

Shane Gibson — Wed, 30 Jul 2008 16:58:06 +0000

The guys over at Reachd shot some video of Stephen Jagger and I during a panel discussion we participated in at the Vancouver Board of Trade called Big Impact for Your Small Business. The video is pretty shaky (it was done on someone’s hand held but the content was good). Have a listen.

Quick Links:

Sales Training Courses

Internet Marketing Training

Shane Gibson’s Bio

Sales Video Podcast – Blogathon Entry 46 – Brand

Shane Gibson — Sun, 27 Jul 2008 05:23:19 +0000

A sales video podcast on the impact that we have on our corporate brand:

This is blogathon entry number 46 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Micro Podcast Part 4

Shane Gibson — Sun, 27 Jul 2008 04:34:28 +0000

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.”

This is blogathon entry number 42 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Micro Podcast Part 3

Shane Gibson — Sun, 27 Jul 2008 04:32:21 +0000

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.”

This is blogathon entry number 41 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Micro Sales Podcast Part 2

Shane Gibson — Sun, 27 Jul 2008 04:30:26 +0000

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.”

This is blogathon entry number 40 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Micro Sales Podcast 1

Shane Gibson — Sun, 27 Jul 2008 04:28:11 +0000

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.”

This is blogathon entry number 39 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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CMA BC Seminar | Certified Management Accountants of British Columbia

Shane Gibson — Sun, 27 Jul 2008 03:18:55 +0000

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

Learn about the CMA Designation across Canada

Book Shane Gibson for your next conference

Title: The Career Maker – Relationship Development Skills

This is blogathon entry number 38 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Question From Fiona Douglas-Crampton Vancouver Board of Trade

Shane Gibson — Sat, 26 Jul 2008 23:48:23 +0000

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 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

This is blogathon entry number 31 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Sales Podcast – Running Effective Sales Meetings

Shane Gibson — Sat, 26 Jul 2008 23:08:55 +0000

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.

This is blogathon entry number 30 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Peak Performance Podcast Part 3

Shane Gibson — Sat, 26 Jul 2008 20:02:26 +0000

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 foundation.

This is blogathon entry number 25 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Peak Performance Podcast Fred Shadian Part 2

Shane Gibson — Sat, 26 Jul 2008 19:56:59 +0000

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.

This is blogathon entry number 24 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Peak Performance Podcast Fred Shadian Part 1

Shane Gibson — Sat, 26 Jul 2008 19:50:43 +0000

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 performance plateaus.

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Sales Podcast – Transferring Leadership

Shane Gibson — Sat, 26 Jul 2008 16:38:48 +0000

This sales podcast is focused on how to prioritize an invest in our staff for maximum ROI as an organizational leader.

This is blogathon entry number 21 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Listening in Sales Blog Entry # 11

Shane Gibson — Sat, 26 Jul 2008 10:46:20 +0000

I took an assessment that is part of our Professional Sales Certificate program and isolated it as a free tool for sales people to personally assess their true listening skills. Many people talk of terms like Needs Analysis, Probing Questions, Rapport Building etc but the reality is all of the processes mentioned are based upon a foundation of trust through effective listening skills.

Click Here

I’m looking forward to your feeback on this new assessment.

This is blogathon entry number 8 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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MSMF Society and Dr. Chandra

Shane Gibson — Sat, 26 Jul 2008 09:53:41 +0000

As you may have already seen in other blog entries the MSMF is the charity that my part of the 24 hour Blogathon is focused on supporting.( Click here to make a pledge or learn more) As of right now I have $1045.00 of pledges in from people here in Vancouver but also people in Ontario and even Africa (Thanks Yogashini!). Here’s a more in-depth look at the charity and it’s Canadian origins. Please note the funds from this blogathon will go to build a library in a new school that was not yet on the drawing board when this TV News clip was put together:

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Sales Performance Meetup Summary

Shane Gibson — Fri, 25 Jul 2008 00:53:47 +0000

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. Fred has 3 black belts and has studied peak performance for two decades. Raul a local Vancouver Blogger has written a fantastic summary of the Sales Performance Meetup (follow this link).

I have provided you with a brief 13 minute audio sales podcast of the topic discussed.

Sales Performance Meetup

Click here to check out
The Vancouver Sales Performance Meetup!

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Why do I blog and podcast?

Shane Gibson — Thu, 17 Jul 2008 19:07:38 +0000

I am a bit obsessed with my podcasting, sales blogging, facebook, linkedin and optimizing my Professional Sales Academy site. Some clients and associates ask me why I invest so much time on the web. I’m a sales guy by trade, but over the past 36 months I have been able to create a series of sites that now drive qualified clients and connections to me. Sure I can cold call and get to hard to reach decision makers, but what if there was a way to get them to call you?

On Reachd TV, an online video channel on internet marketing I was interviewed on how the net has helped my business. Here’s the video:

Direct url:http://www.youtube.com/watch?v=wKSqfbSxU6s

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Complex Sales Training Podcast Part 3

Shane Gibson — Mon, 14 Jul 2008 23:09:36 +0000

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). A three day intensive complex sales and business relationship development training program and system for key account and enterprise sales people.

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!

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iPhone Sales Podcast

Shane Gibson — Fri, 11 Jul 2008 05:37:00 +0000

As Canadians line up outside of Rogers and Fido Cellular stores tonight in anticipation of the launch of the 3G iPhone from Apple I began to wonder…”What’s the next thing with blogging and podcasting?” (To be honest it’s not really the next thing, it’s already happening thanks to a couple guys I met at a recent WordCamp).

In my opinion, (Gates, Jobs, and every iPhone user are banking on this too) delivering mobile audio blogs, video and podcasts to mobile devices is a service that has moderate demand now but is going to be huge very soon. With that said, I wanted to get on board sooner than later. We (JP Valdes and I) have set up this blog and podcast site using Brave New Code’s WPTouch iPhone plugin.

So What does this mean? For all of you that are mobile sales people, entrepreneurs, marketers and like to browser the net with your iPhone or iPod Touch this blog has been set-up to detect your iPhone browser and deliver the content in an iPhone (Safari) compatible format. No zooming or side to side scrolling necessary.

I’m looking forward to your feedback on how this works for you. Here’s our iPhone Podcasts on Sales

Some interesting links on the iPhone:

Projected iPhone Sales Numbers for July 2008 at Fortune.com

How to receive podcasts on your iPhone

Apple’s official page on iTunes and the iPhone

Apple beats iPhone and overall revenue targets July 21 2008 (BBC)

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Complex Sales Training Podcast Part 2

Shane Gibson — Wed, 09 Jul 2008 00:46:43 +0000

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).

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.

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Complex Sales Training Podcast Part 1

Shane Gibson — Fri, 04 Jul 2008 16:53:50 +0000

Today’s podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships.

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):

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.)

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.

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Sales Podcast and Blog – Rapport Building in Sales

Shane Gibson — Sun, 25 May 2008 22:08:51 +0000

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 Shane Gibson is a leading sale performance and sales training specialist and co-author of Closing Bigger the Field Guide to Closing Bigger Deals.

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Sales Podcast Blog Entry – Selling Beyond the Bottom Line

Shane Gibson — Tue, 04 Sep 2007 18:58:43 +0000

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!)

Click Here to Download the MP3 Now

Subscribe in iTunes to this Sales Podcast

Our intentions impact the sale more than our attention!

Shane Gibson

This sales podcast is presented by Shane Gibson.

Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. 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
Sales
Training South Africa
Sales Training Boot Camps Vancouver
Complete Sales Action System
Managing Complex Business
Relationships System

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Sales Podcast and Blog Entry – Sales As An Accountability Tool

Shane Gibson — Sun, 29 Apr 2007 07:25:27 +0000

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.

Click Here the Download the MP3 Now

Subscribe in iTunes to this Sales Podcast

Get focused, think bigger, and close bigger!

Shane Gibson

This sales podcast is presented by Shane Gibson.

Quick Links:

Sales Training Canada
Sales
Training South Africa
Sales Training Boot Camps Vancouver
Complete Sales Action System
Managing Complex Business
Relationships System

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Closing Bigger Sales Podcast Entry on Managing Worry and FEAR – by Shane Gibson

Shane Gibson — Tue, 20 Mar 2007 21:20:56 +0000

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

Subscribe in iTunes to this Sales Podcast

Get focused, think bigger, and close bigger!

Shane Gibson

This sales podcast is presented by Shane Gibson.

Quick Links:

Sales Training Canada
Sales
Training South Africa
Sales Training Boot Camps Vancouver
Complete Sales Action System
Managing Complex Business
Relationships System

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Sales Podcast and Blog – IT – Technology Sales Video

Shane Gibson — Tue, 27 Feb 2007 09:21:22 +0000

Shane Gibson – IT Selling – Sales in Technology Tips

IT selling tips, sales in technology, how to address all decision making styles by Shane Gibson.

http://www.youtube.com/watch?v=hugwR4upRZE

Shane Gibson is author of “Closing Bigger the Field Guide to Closing Bigger Deals” and President of Knowledge Brokers International (North America).

Quick Links:

Contact Shane: shane@kbitraining.com
Sales Training Blog Home
Sales Training South Africa
Sales Training Canada
Shane Gibson’s Bio

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Sales Podcast and Blog Entry – Video on the Power of Commitment in Selling

Shane Gibson — Tue, 27 Feb 2007 09:18:42 +0000

3 minute clip on the power of commitment in selling and business by Shane Gibson author of Closing Bigger the Field Guide to Closing Bigger Deals.

http://www.youtube.com/watch?v=krTjWDy4Ltg

Shane Gibson is author of “Closing Bigger the Field Guide to Closing Bigger Deals” and President of Knowledge Brokers International (North America).

Quick Links:

Contact Shane: shane@kbitraining.com
Sales Training Blog Home
Sales Training South Africa
Sales Training Canada
Shane Gibson’s Bio

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Sales Blog and Podcast Entry – Video on Listening

Shane Gibson — Tue, 27 Feb 2007 09:16:19 +0000

“I’ve never heard someone listen their way out of a deal” -Zig Ziglar

The above quote embodies the video in this sales blog entry. Shane Gibson talks about the impact of effective listening during the sale.

http://www.youtube.com/watch?v=qcMDIDZKr-w

Shane Gibson is author of “Closing Bigger the Field Guide to Closing Bigger Deals” and President of Knowledge Brokers International (North America).

Quick Links:

Contact Shane: shane@kbitraining.com
Sales Training Blog Home
Sales Training South Africa
Sales Training Canada
Shane Gibson’s Bio

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Sales Blog and Podcast Entry – Frequency in Selling Video

Shane Gibson — Tue, 27 Feb 2007 09:12:19 +0000

The Power of Frequency in Selling – Video

This video was shot in 2007. It’s a clip of an anecdotal story that Shane Gibson tells about how frequent contact and creativity can help close the deal.

http://www.youtube.com/watch?v=Ouq9QkZ0EiM

Shane Gibson is author of “Closing Bigger the Field Guide to Closing Bigger Deals” and President of Knowledge Brokers International (North America).

Quick Links:

Contact Shane: shane@kbitraining.com
Sales Training Blog Home
Sales Training South Africa
Sales Training Canada
Shane Gibson’s Bio

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Sales Blog and Podcast Entry – Shane Gibson Goal Setting Video

Shane Gibson — Tue, 27 Feb 2007 09:09:48 +0000

Setting and Achieving Powerful Goals – Video of Shane Gibson.

This video was shot in January 2007 at the Vancouver Board of Trade’s Leaders of Tomorrow Conference. This is a 3 minute clip. (actual key-note seminar was 30 minutes)

http://www.youtube.com/watch?v=HE3M4pWoIls

Shane Gibson is author of “Closing Bigger the Field Guide to Closing Bigger Deals” and President of Knowledge Brokers International (North America).

Quick Links:

Contact Shane: shane@kbitraining.com
Sales Training Blog Home
Sales Training South Africa
Sales Training Canada
Shane Gibson’s Bio

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Sales Podcast Entry – Video on “Setting and Achieving Powerful Goals” Full 30 minute seminar

Shane Gibson — Tue, 27 Feb 2007 01:21:58 +0000

A 30 minute keynote seminar by Shane Gibson at Vancouver Board of Trade’s Leaders of Tomorrow Conference in 2007. This file is iPod video … ready just download it and add it to your itunes library for goal setting on the go.

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Sales Podcast – Closing Bigger Sales Podcast and Blog – Radio Interview Episode 2 with Minto Roy on Careers Today

Shane Gibson — Mon, 25 Dec 2006 22:09:54 +0000

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.

Subscribe in iTunes to this Sales Podcast

Get focused, think bigger, and close bigger!

Shane Gibson

This sales podcast is presented by Shane Gibson.

Quick Links:

Sales Training Canada
Sales
Training South Africa
Sales Training Boot Camps Vancouver
Complete Sales Action System
Managing Complex Business
Relationships System

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Sales Podcast Entry – Time and Priority Managment – The ABC’s of Targeting

Shane Gibson — Mon, 13 Nov 2006 21:02:21 +0000

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!

Get focused, think bigger, and close bigger!

Shane Gibson

This sales podcast is presented by Shane Gibson.

Quick Links:

Sales Training Canada
Sales
Training South Africa
Sales Training Boot Camps Vancouver
Complete Sales Action System
Managing Complex Business
Relationships System

Subscribe in iTunes to this Sales Podcast

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Sales Podcast – Sales Presentation Skills Part 3

Shane Gibson — Fri, 10 Nov 2006 05:32:50 +0000

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.

This sales podcast is presented by Shane Gibson.

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Sales Podcast Entry – Presentation Skills in the Board Room Part 2

Shane Gibson — Thu, 26 Oct 2006 03:25:40 +0000

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 sales podcast is presented by Shane Gibson.

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Closing Bigger Sales Podcast Entry – Sales Podcast Part 1 on Executive Presentation Skills

Shane Gibson — Thu, 14 Sep 2006 23:00:31 +0000

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.

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Sales Podcast – Sales Blog Entry – The 12 Steps to Making the World Your Networking Function

Shane Gibson — Wed, 26 Apr 2006 20:33:32 +0000

In sales networking is the much coveted strategy to generate leads and help us close deals while reducing the amount of cold calling or hard selling we do. With that said, many people misunderstand what real networking is all about. Today’s sales podcast is about the 12 Steps to Making the World Your Networking Function:

1. Be referable don’t gather contacts or push for referrals
2. Be interested not interesting
3. You can’t have 200 best friends – prioritize
4. Add value with your network
5. Bank your equity (with the right people)
6. It’s a small town
7. Map and seek out the players
8. The more you give the more you get
9. Do your due diligence before you refer
10. Keep Promises, Follow-through
11. Be seen
12. Step it up every year

You can subcribe to this sales podcast series by using one of the many options on right hand navigation bar or you can download the MP3 file here:

Quick Links:

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Upcoming Sales Podcasts – From Shane Gibson co-author of Closing Bigger the Field Guide to Closing Bigger Deals.

Shane Gibson — Mon, 13 Mar 2006 16:52:16 +0000

My flight is delayed this morning so while I was sitting here at the Vancouver International Airport I thought I would make a quick entry to keep you updated with what We’ve been up to.

It has been a couple weeks since my last sales blog or sales podcast entry at ClosingBigger.net. Later this week we will have some great new sales podcasts available for you. I’m headed down to Sao Paulo, Brazil to speak at the World Summit for Youth Entrepreneurs. There will be 1200 delegates from 70 countries attending. You can read more about the summit at http://wsye.wtuglobal.org . I will be speaking on Closing Bigger Deals from a Global Perspective. If all of the technical aspects come together as they should I will be posting the entire keynote seminar here by the end of the week in MP3 / Podcast format.

I will also be posting a five part sales podcast which was originally a radio interview on 650 CISL with Minto Roy and Alanna Fero from Careers Today.

Think Big and Close Bigger!

Shane Gibson
co-author of Closing Bigger – the Field Guide to Closing Bigger Deal
President of Knowledge Brokers International Systems Ltd.
shane@closingbigger.com
http://www.kbitraining.com
http://www.closingbigger.com

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