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Social media is not just another tool. It can be, but it’s a lot more for those organizations that embrace it. The challenge is it’s also not just about learning a new technology, it’s about changing the way we communicate with customers, stakeholders and staff.

This is a corporate cultural change, it’s also about embracing one of the most powerful word of mouth tools ever invented. There are huge inherent risks and opportunities presented by this. For that reason social media or online engagement initiatives in general have to be driven by the C-suite, the people who can hold others accountable and sponsor change in their organization.

In today’s social media podcast I talk about the following:

1. Senior executives and their need for buy-in
2. What and who to invest in
3. The importance of a corporate social media policy
4. How soft steps lead to ROI
5. Why most social media marketing fails:

• Lack of a goal
• Poorly defined market
• No listening
• No real launch plan
• Quitting too soon

The bottom-line is that social media is too important to compartmentalize or see as a pet project.What do you think?

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Photo Credit Terry Chay

Today’s podcast is an interview with Larry Chang author of What They Don’t Teach You At Stanford Business School. Larry is also a seriously Sociable! guy and can be found organizing after parties at some of the biggest social media and cultural events from South by South West to conferences at major universities across North America. In fact Larry may be the 3rd best party guy and networker I have met. (Sociable! Book Launch Party). In this interview Larry and I talk about topics you don’t learn in business school such as Man Charm, how to land a super star mentor and sales skills.

Larry’s book sold out it’s first printing on Amazon but you can register for updates at Amazon by clicking on the book below:

What They Don't Teach You at Stanford Business School

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Bill Gibson Free Goal Setting Guide

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Looking for a social media speaker for your next conference?

You can contact us or take a look at Shane Gibson’s bio.

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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

Register for Victoria, December 2nd 2009 Seminar

Register for Vancouver, December 3rd 2009 Seminar

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Partnering & Stakeholder Engagement Strategies (Nov 5) &
Leading in a Hyper Connected Marketplace (Dec 3)

Click here for registration information (PDF)

Presented by Shane Gibson
President of Knowledge Brokers International (http://www.closingbigger.net).

Hilton Vancouver Metrotown, Burnaby
November 5th & December 3rd, 2009

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Partnering & Stakeholder Engagement Strategies: November 5th, 2009

In order to survive and prosper most major business, government or not-for-profit initiatives necessitate the support
of multiple stakeholders and stakeholder groups.  It is about identifying the core needs, goals, fears, and
motivations of every key party and managing that information for strategic and tactical success.

You will learn the key strategies on partnering and stakeholder engagement including:
• The stages of relationship and partnership development
• Key steps in systemizing your relationship and stakeholder development planning (includes sample
planning charts and templates)
• Tips on handling and avoiding roadblocks
• How to map the Power Players in any business or organization
• How to persuade each Power Player

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

Leadership 2.0 – Leading in a Hyper Connected Marketplace: December 3rd, 2009

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.

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

Click here for registration information (PDF)

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Blogathon 2009 for Vancouver Food Bank

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

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

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

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

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

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

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

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

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

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

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Blogathon 2009 for Vancouver Food Bank

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#1) Treat every action as if it will be recorded for eternity.

Almost everything we say online is recorded, logged and backed up somewhere. In every restaurant, bar or conference room there’s dozens of people with mobile video, photo, and blogging apps that capture our behavior in an instant and broadcast it to the world instantly and permanently. You really can’t delete a bad blog post, a rude response. Be careful what you say, blog, tweet and do, because the impact can be permanent.

#2) Talk about what you know.

Being Sociable! is about being a thought leader, and contributor to community and being authentic and transparent. People rely on us for advice and guidance. Stating opinion as fact can hurt our reputation and it may even harm the person taking our advice. If we’re wrong, or inaccurate we can expect to be called out on it and even embarrassed in the social media space by other bloggers or community members. Always be learning, studying and fact checking in the area which you aspire to lead in, and don’t exaggerate or fabricate your knowledge or the facts.

#3) Get Engaged.

Don’t broadcast, connect. Being Sociable! is about listening, connecting, contributing. Engagement is how we make other people feel, it’s also about the lasting impact that we have on them and their success. To be Sociable! you must monitor, listen to and actively answer and communicate with the individuals in the community in a personable customized and relevant way.

#4) Give credit where credit is due

If you hear a great quote from someone, an interesting hypothesis or learn a new business process make sure you give him or her the credit. Just because something is not protected under copyright does not mean we can re-purpose it without giving credit. A quick link back to their site, a mention of them at your seminar or in your video only takes seconds. What it does though is build the trust of everyone watching, they know you’re in this for more than just personal gain and will be Sociable! with you as well.

#5) No Spam

Never send generic messages to people who have given you permission to connect. If they have added you as a connection in a social network, realize that this is not to be taken lightly. Only send information or communicate in a way that is adding value, every time. Avoid auto messages, auto blog links, or auto anything that makes people feel like a number and not a valued contact.

#6) Know when to Zip it

Be conscious of private or confidential information that has been trusted to you. This means don’t post it anywhere on the web. It also means don’t talk about it in public, someone else could hear or record you and post it online for the world to see. Know the difference between fact, opinion and slander and always err on the side of being legally diligent. In other words don’t post anything that could result in an unwanted court appearance.

#7) This is not a video game

Some people see social media as a video game. A game where you collect names and followers like a some sort of digital trophy case. This game is getting old fast. The real measure of someone who is legitimately Sociable! is impact and action. Focus on quality or relationships with people you are connected with. Focus on people doing something when they get to your blog, not how many people visit it. Think in the term of profits made, impact created or actions caused by your Sociable! activity.

#8) Be open to all feedback

The days of corporate white washing are over, so is having a dual life, everyone now knows what your up to in this digital world that lacks privacy. People are going to go after you online on your personal blog, our corporate blog or blast you with a video or a comment on a social network. When this happens, don’t hide and don’t delete their comments or the errors you have made. Engage instead. Customer complaints are branding opportunities and sometimes our critics are actually bold allies trying to set us straight. With criticism it’s important to respond strategically not emotionally and to set the record straight with a correction, the facts, or good old fashion customer service and apologies.

#9) Digital rights

We make our living from the great ideas, content and creative works we create, market and produce. Being Sociable! means our brand is one of integrity, authenticity and transparency. We need to respect others copyright and creative works just like we would want them to do for us. Always ask permission or give attribution to other people’s creations that you use, cite, or include in your work. Every photo, video, quote or audio clip we use must be posted by us and distributed in a way that respects others’ work and it’s digital integrity.

#10) Be Sociable!

Being Sociable! also means not taking our self or our brand too seriously. In order to be a true Sociable! thought leader you must have fun, be passionate and contribute to the success of your clients, peers, family and community as a whole. Most importantly we continually strive to “get real” by taking our online connections and meet them individually or as a community through events like Meetups, Tweetups, and community functions. We do this to deepen and expand relationships. Without strong Sociable! relationships we’re just another marketer or sales person pitching something.

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

Register for book tour and early release information on the the book here:

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Blogathon 2009 for Vancouver Food Bank

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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.

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Blogathon 2009 for Vancouver Food Bank

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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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Here it is:

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

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

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

Sales Techniques

You will need to develop strong international sales negotiation techniques.

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

Adapt Your Business

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

· High versus Low Power Distance

· Individualism versus Collectivism

· Masculinity versus Femininity

· High versus Low Uncertainty Avoidance

· Long versus Short Term Orientation

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

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

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

And International Social Media?

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

· There are different social medial platforms in different countries

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

· People use social media differently

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

I suggest another approach…

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

· Keep your business in mind.

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

Do not start with social media marketing. Instead:

· Start with social media networking

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

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

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

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

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Blogathon 2009 for Vancouver Food Bank

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

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

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

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

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

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

Such a simple little thing!

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

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

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

About the author: Dave Kahle is one of the world’s leading sales training educators. Since 1988, Dave has worked with over 400 companies, helping them to increase their sales and develop their sales people. He’s been published over 1,000 times, writes a weekly Ezine (subscribe for free at http://www.davekahle.com/mailinglist.htm), and has authored seven books. Dave’s website is available at http://www.davekahle.com, and you can follow his sales blog at http://www.davekahle.com/salesblog.

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Blogathon 2009 for Vancouver Food Bank

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It came from, @ganga_narayanan. Here was his suggestion: @shanegibson how “about seven habits of highly defective leaders”?

So here it is:

Seven Habits of Highly Defective Leaders:

#1) They Enable not Equip
#2) They’re inconsistent
#3) They hire moons
#4) They delegate vision to the crowd
#5) They practice duplicity
#6) They favor the wrong people
#7) They stop being students

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Blogathon 2009 for Vancouver Food Bank

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It’s an honour to guest-post on closingbigger.net during the 2009 Edition of Blogathon – best of luck to everyone raising money for their respective causes.

Over the past several months, Shane Gibson and I have exchanged a few thoughts on the idea of ROI for simply being a good company. It’s somewhat part of the 360º of ROI that Shane’s discussed at length right here and in his talks. As someone who’s spent a fair bit of time in the world of Corporate Social Responsibility (CSR), I’ve developed a perspective that goes beyond ROI, but is fundamentally tied to our companies’ existence.

For most of humankind’s existence, we were a nomadic people. When we ran out of resources, whether those resources were plants, prey or water, we would simply move to a new place. Inevitably, the resources we had depleted would return by the time another group returned.

After a time, we began to take more command of our resources and moved around less. We would have structured villages or cities and import resources as required and gradually our importing became the focus, not on the sustainability of our resources nor the good of our general environment. Early on, this was fine – the earth’s a big place that will take care of itself and we were only making little dents in its natural infrastructure.

Alas, by 2009, the dents have gotten bigger. We are constantly taking more than we did the day before and our distance from resources through complex supply chains keeps many of us free from worry. CSR, then, is a leadership role in replenishing our communities to some extent – either through sustainability or volunteerism. If you believe that our resources are waning, CSR is as essential as replanting a deforested mountainside. In essence, it’s not about ROI – it’s about giving back that which we take out of respect for our command of our resources.

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Blogathon 2009 for Vancouver Food Bank

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Here are a collection of Leadership Tips that I have posted on Twitter over the past week. Enjoy!

20 Leadership tips Under 140 Characters:

1.     When giving feedback, focus on problem solving not blame.

2.     To flatten your hierarchy try getting out of your office and connecting with the frontline.

3.     Use wikis, blogs, yammer, and chat rooms to break down silos and get collaboration happening.

4.     Your organization and it’s people are a projection of the leaders’ subconscious.

5.     Consistency is the best teacher for your people. Be a consistent leader.

6.     In business self-direct teams are a myth, the buck must stop somewhere.

7.     Look happy, celebrate the journey and people will want to follow.

8.     Anger is a poison that will cloud your vision and kill the heart of your business.

9.     Be approachable or expect to be the last one to know about a problem.

10. Use a team approach to hiring to mitigate the risks of bias or blind-spots.

11. Organizational change is only welcomed openly if it’s change people want.

12. When hiring Gen Y do it efficiently and provide and ask for feedback.

13.  Invest in your people more and longer than others think is practical.

14. Believe in people and they will often even surprise themselves.

15. Be willing to be wrong, admit fault, and let others lead. It builds trust and people.

16. Changing strategy often and autocratically is a good way to demotivate your team.

17. It takes years to develop leaders. Make sure you invest in the right ones and stick with it.

18. You will feel lost and disorientated at times, this is part of innovation.

19. If you’re not afraid or uncomfortable you probably need to try something new.

20. Book time for you to recharge your battery each week. Take “me time.”

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Blogathon 2009 for Vancouver Food Bank

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You attract what you are not what you want. Who we have on our team says a lot about us. If you want to associate with great people don’t worry about finding them, work on who you are and they’ll find you.

Your thoughts become your words, your words become your actions, your actions become your habits, and your habits become your destiny. Choose who you associate with wisely, your constant interaction with them will affect your thoughts and impact your destiny.

Most of us have goals and ambitions bigger than our resources, knowledge and assets that we posses. We need to collaborate with and partner with other people if we are going to succeed.  The people that we associate with are part of our success and we are a part of theirs.

This blog post is really about a simple message:

Choose your friends wisely, be the best friend that you can absolutely be, and never negate or neglect your friends and associates.  This can make the difference between being a huge success and mediocre entrepreneur.

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Here’s my 20 Leadership Tips Under 140 Characters:

1. Connect people’s personal values to your mission and they will work with purpose and passion.
2. If you seek advice from a mentor, be prepared to act upon the directions.
3. The Ego has been bruised often long before our anger gets the better of us.
4. Invest in teachable people heavily. Treat them different, give them more opportunities.
5. Worry less about be recognized as a leader, worry more about recognizing others’ greatness.
6. Keep growing personally, stay humble, and always know your next step, this will sustain growth.
7. The team that got you here, might night be the team that is going to get you there.
8. Teaching is 90% connection and 10% content.
9. Having your students exceed your abilities is a sign that you are a great leader.
10. Those that criticize you are not always against you , those that praise you may not really be on your side.
11. If you look exhausted and stressed don’t be surprised when no one wants to follow your path.
12. Surround yourself with people that are brilliant in a different way than you are. Mitigate your weaknesses and gaps.
13. If you think you are leader and no one is following you, you’re actually just going for a walk.
14. To change your organization you must see it through different eyes.
15. If you sound like everyone else you might not be a leader.
16. As a leader you will often feel like you’re on the outside looking in at the world. This is normal, you’re different.
17. Hire for values and attitude, train for efficiency and skills.
18. An organization is often a reflection of its leader’s subconscious mind.
19. The more influence you have the more emotional impact even your smallest actions will have on people.
20. Leadership is a lifelong pursuit, invest in your personal growth everyday.

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Tip #1: Doing business in Vancouver: Your meeting has a good chance of starting late.

Tip #2: Doing business in Vancouver: You will most likely talk about 8 non-related things before getting down to business.

Tip #3: Doing Business in Vancouver: Your meeting will most likely take place in Starbucks (via @robertaw99)

Tip #4: Doing Business in Vancouver: Your meeting may be bumped by something of little consequence until you learn Vancouver priorities (via @Bradinator)

Tip #5: Doing Business in Vancouver: Vancouverites are friendly but take time to introduce and endorse you. They take business personally.

Tip #6: Doing Business in Vancouver: Green is the new bling and being too busy is a sign of business weakness.

Tip #7: Doing Business in Vancouver: Not everyone in Vancouver is into doing business.

Tip #8: Doing Business in Vancouver: When you don’t get a call back right away don’t worry and don’t get offended. Follow-up again.

Tip #9: Doing Business in Vancouver: Everyone knows everyone, and many have done business with each other at some point. via @KontentCreative

Tip #10: Doing Business in Vancouver: It’s all about relationships and what networks you’re connected to.  Take your time getting to know who is connected to who. Join your local Board of Trade and corresponding Vancouver Linkedin and Meetup groups as a start.

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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

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.

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

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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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Trucker Network. We are firm believers in the power of business cards, and the following story reaffirms why everyone in your company needs cards. Last week Darcy heard this story about a guy who owns a trucking company who decided to give all his truckers business cards. Soon, his company’s business cards were posted on truck stop cafes and gas stations across the continent. The result? A 20% increase in business! And there was another interesting thing that happened–the drivers started dressing better, looking sharper. Why would that be? These guy and gals had never been given business cards before, and if we think back to the time when we received that very first box of business cards, there was a certain feeling of pride, status and belonging. There were two wins for this owner because of his simple investment in business cards.

– Darcy, Gayle and Judy

To read a story from Work the Pond! about giving cards to everyone in your company go to: www.tiny.cc/shepa

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Number one Sociable! and it’s principles are needed right now by most of our collective clients.  If we waited a year to release it, and went the traditional book publisher route we would be hypocrites for saying “the rules of business have changed but we are going to write, distribute, market and roll-out our book basically the same it has been done for years.”  So we broke a bunch of rules, and we also set some big aggressive goals that are going to create some real momentum.

Here’s what Mack had to say:

Undoubtebdly you guys are both experts, but a book in 90 days? As a consumer I am a lot less interested in the book as it seems like something rushed. For you to write three books in a year is a great achievement but as a reader I would prefer one Excellent book in a year instead of three that were quickly banged out.  Maybe my assessment is wrong, I’d love to hear why. (Original comment here)

I would side with Seth Godin on this when he said:

Blogs have eliminated the reason for most business books to exist. If you can say it in three blog posts and reach more people, then waiting a year and putting in all that effort seems sort of pointless. The chances that your effort will be rewarded with income in proportion to the time you put in are pretty low. (See the full post at Seth Godin’s Blog)

In order to create ROI for the writer and be relevant to the reader the way books are written, marketed and revised must change. Here’s my full response via video (please weigh in and add comments, I really want to know what my readers feel about this subject):

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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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Sociable! Is about “How social media and social networking are turning sales and marketing up-side down.”  This book idea really began as a discussion shortly after I interviewed Stephen Jagger for my sales podcast on “Twitter and GrandCentral.com.” Then in January I shared with Steve my goal to write three more books this year and when the topic of Social Media for Sales People and Entrepreneurs came up we quickly decided that we should do it together.  We will also be sharing with our readers how we have managed to write a book in 90 days at some point in the future.

Based upon my experience and the collective experience of the team at Knowledge Brokers International we have seen sales evolve to a true profession. With that said I also feel that sales is broken, a lot of the old approaches such as cold calling or marketing at people versus engaging them are becoming less and less effective (this prompted my podcast last week on “how to avoid cold calling“).

The bare bones pre-launch website for Sociable! is up and you can sign up to hear more about upcoming seminars, events (usually involving beer and social media sales types), at the site.  We will also be selecting about a dozen people to review the book in a protected blog where you will be able to make comments and add your thoughts.  Some of those will be included in the comments section at the end of each chapter.

After spending 8 hours today finishing these Chapters off, I’m done writing for a while.

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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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Yesterday was the first day Stephen Jagger and I officially announced our new book Sociable! A book on how social media is turning sales and marketing up-side down.  We did a 30 minute presentation and 25 minute Q&A at the Massive Technology Show in Vancouver. (We will be in Toronto on May7th as well)  The feedback from the seminar was positive and the big question has been when is the book being released?

Based upon feedback from the publisher / printer we’re looking at early June as the soft launch of the book.  We will be announcing a series of events around the book in the coming weeks and how you can get advance copies for review.

If you want to be kept up to date on this you can get on our list here:

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Your thoughts and feedback would be greatly appreciated

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As a sales performance specialist, author, speaker, and someone who loves connecting people; I’m one of the biggest proponents of networking and socializing. Yes I’m referring to non-sterilized out from behind the computer connecting with real genuine people.  If that’s true then why defend social networking and social media? After all, most of my clients pay me to teach their people to teach them how to network, prospect, cold-call, present, handle objections, and then close the deal. I make money from promoting this way of doing business. I like this way of doing business, I’m good at it.

So why? Why defend or promote the medium?  I’m one of those people that is totally open to other people’s opinions, in fact rarely do I debate with or correct people, even if I feel they may be wrong. Unless of course what they’re talking about keeps them in an negative or unhealthy space, even more so if they’re affecting other people.

I have had several people forward me links to an article recently that I think presents a very one sided and one dimensional view of a very multi-dimensional tool and movement.  What I’m talking about is a recent article posted in The Register. It’s at best a one-sided article making an extreme interpretation of an article released in the journal of the British Institute of Biology this past February 2009.

The article in The Register blames social networking sites and social media including FaceBook, Linkedin, and Twitter for cancer, heart attacks, lupus, dementia and more.  Why not blame it for the recession as well? (The ironic thing is the article at the bottom encourages people to “share it on Facebook” or to “digg” it.)

There’s some really bad assumptions made. You can read the original article and the study (PDF) and judge for yourself.  Number one most of the data in the article and the studies cited were from studies conducted observing people for a period of years leading up to 1998! What a leap!

Connecting internet usage in 1998 prior to the advent of Facebook, Twitter, Linkedin, Blogging, Youtube, Skype, Google was practically an unknown entity.  The study that most of these extrapolations were based upon came at a time of dial-up, slow-broad-band, and Yahoo Chat!, I almost developed an ulcer myself just waiting for the java applet in Yahoo! Chat to load as my Windows OS and first generation Toshiba Satellite creaked and groaned in protest.

Digging up and using old data to condemn platforms that have only existed for less than 5 years is a stretch. In fact a new study that just came out in 2009 out of Taiwan cites that blogging, may make you happier. (Study via Andrew Devine on Twitter) Doctor Ben Goldacre in a recent blog entry shared several counter studies from well known scientists that refuted the Register article as well:

Many of them do not support Dr Sigman’s theory. These are the ones he completely ignores.

For example:

1. Caplan SE published a paper in 2007 entitled: “Relations among loneliness, social anxiety, and problematic Internet use.” Dr Sigman did not quote this paper in his article. Why not? “The results support the hypothesis that the relationship between loneliness and preference for online social interaction is spurious.”

2. Sum et al published a paper in 2008 with the title: “Internet use and loneliness in older adults“. Dr Sigman chose not to quote this paper. Why not? I don’t know, although it does contain the line “greater use of the Internet as a communication tool was associated with a lower level of social loneliness.”

3. Subrahmanyam et al published a paper in 2007 called “Adolescents on the net: Internet use and well-being.” It features the line “loneliness was not related to the total time spent online, nor to the time spent on e-mail”. Dr Sigman ignored it.

What is interesting is these studies are done in this decade, not in the 90’s.  Overall this in my opinion is just an opinion and people are entitled to them. The study was a jumble of other studies mashed together. We all know that statistics can be spun in any direction to support just about any conclusion.  Another good blog and retort of The Register article can be found here by Mind Hacks.

Here’s what’s most dangerous about buying into far reaching claims that sending your Granny a video over Facebook will kill her: It will keep you from enjoying all of the benefits that are attached to using these tools properley.

Anything used to excess is bad. Yes MacDonald’s, Beer, Sunlight, all will kill you if you use them to excess.  Social Media and Social Networking if used properly can help you break the ice and make connections with people in your community or across the globe.  Most people on Facebook, Twitter, and Linkedin who really jump in and use them (not dip their toe in the water and condemn it but actually try it) will have most likely attended events, had lunch, done business and even collaborated to help a charity using the tools.

These tools don’t replace networking, from my experience they leverage your networking efforts if you use them well.  Before people blamed the internet for anti-social teenagers they blamed Metallica and before that they blamed Bob Dylan (as I digress).

In their book “groundswell” Charlene Li of Forrester Research and Josh Bernoff (Published by Harvard Business Press) state that “this movement can’t be tamed.  It comes from from a thousand sources and washes over traditional businesses like a flood.  And like a flood, it can’t be stopped in any one place.  Often it can’t be stopped at all. This is the movement we call a groundswell. And while you can’t stop it, you can understand it. You can not only live with it: you can thrive in it.”

Maybe people are just afraid.

I personally think I will stick with Forrester Research and Harvard for my data on the benefits of Social Media and Social Networking. Let’s bring this back to the beginning though; I love people, I love networking and building relationships, I make money teaching other people how to do that. I like these technologies because they can accelerate that process. I suggest that you do both, not one or the other.

Criticizing Twitter and saying it’s unhealthy is like saying “hammers are bad,” yes it’s true they have been misused, been responsible for many broken thumbnails, even murder. A hammer is just a tool, it’s how you use it.  Don’t fall in love with any of these tools. Use them to enhance your effectiveness.  I have met no less than 300 people face to face in that past 6 months that I first met through Facebook, Twitter, Linkedin or Meetup. The founder of Builddirect.com Jeff Booth originally connected with me after reading this blog. Jeff and I see each other every week now in person, and we follow each other on Twitter.  How is that unhealthy?

I would really like to hear readers thoughts on this and any stats for or against my opinion.

As they say in Nova Scotia SOCIABLE!

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

– Darcy, Gayle and Judy

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

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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.

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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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No. 265- February 22, 2009

Dive Right In. Let’s talk about the job market in a positive way. Yes, people are losing jobs, but they are also finding new ones, or getting promotions. Here is some excellent advice on one of the first things you should do when you get that new job. William C. Byham, chairman and CEO of Development Dimensions International, in Start Networking Right Away (Even If You Hate It) Harvard Business Review, January 2009 says, “Even if you have an aversion to networking – as many people do – it’s imperative to start forging deliberate connections within the first 30 to 60 days after a promotion, the period when people in a new division or company are making up their minds about whether you’re dependable – or a loser who should never have been hired.” To read the entire article go to: Harvard Business Review

– Darcy, Gayle and Judy

Got a comment on this article? Visit Darcy Rezac’s SHEPA Circle

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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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Careers in High-Tech and Web-Based Industries

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

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

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

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

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

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

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

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

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

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

- Shane Gibson

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Enjoy:

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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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RSVP Like You Mean It. We recently attended an event–a very popular wine tasting hosted by a large firm. At the end of the evening, we noticed the registration table still had about 15 guest name tags! These were the folks who hadn’t bothered to show up. It was a shame because this event had a waiting list. In this day of instant communication, sending a quick email, text message or making a cell phone call would have been an easy way for those no-show folks to inform the organizers that, unfortunately, they had to withdraw their RSVP. Being a no-show simply looks bad. It’s your reputation, protect it.

–Darcy, Gayle and Judy

Got a great networking tip for 2009? Share it with us at: info@workthepond.com We are giving away a copy of the audio version of Work The Pond! for the best tip!

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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

Direct File Link to Listen

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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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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.

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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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Tuesday, November 25, 2008

Managers’ Toolbox

Speaker:	Shane Gibson, President (North America), Knowledge Brokers International Systems Ltd.
Topic:	SELLING AND SUCCEEDING IN TURBULENT ECONOMIC TIMES
	Many sales professionals and entrepreneurs are concerned about how they are going to weather today’s global financial storm. The rules of the game have changed with the meltdown in the banking sector, along with globalization and the introduction of disruptive technologies to almost every industry. Succeeding in turbulent economic times is about proactively taking control of our own personal economy. Shane Gibson, president of Knowledge Brokers International, will share with you strategies to succeed in any economic condition. Fortunes have been made during times of change and economic downturn; sales people and entrepreneurs must develop a tool kit to help us adapt to and succeed in this ever-changing environment. It’s not what happens that defines an event; it’s how we respond to it that matters. This fast-paced session will give attendees the tools, insight and strategies needed to respond to today’s marketplace conditions. You will also learn: How to develop and fine-tune your sales process for any environment; Why the best time to gain market share is in turbulent times; The power of community and connecting; How to use technology to reduce your marketing and sales costs; How and why to swim against economic tides and trends; Tips and steps to maintaining sanity and focus in tough times. About the speaker Shane Gibson is a Vancouver-based international speaker, author of Closing Bigger: The Field Guide to Closing Bigger Deals, and a global entrepreneur who has addressed several thousand people over the past thirteen years. As a trainer, coach and motivational speaker he combines a diverse background in sales force leadership, new entrepreneur development and extensive sales and leadership coaching. Who should attend Business owners, executives in the areas of sales, marketing, business development, sales staff, entrepreneurs and anyone responsible for or part of a team that needs to generate revenues. Presented by The Board’s Small Business Council MAKE IT COUNT The Vancouver Board of Trade’s 2008 Managers’ Toolbox Series qualifies for The Company of Young Professionals Engaged Leadership Certificate Credits. One session = 2 credits. Please refer to http://www.tcyp.ca for further details.
Event#	090722
Date:	Tuesday, November 25, 2008
Time:	Registration: 7:30 a.m. Program: 7:45 – 9:45 a.m.
Location:	The Coast Plaza Hotel & Suites, Stanley Park – Comox Ballroom 1763 Comox Street
Sponsors:	Certified Management Accountants Presented in co-operation with: Small Business BC
Tickets:	Members Individuals $64.00 + GST Register Online Table of 6 $462.00 + GST Register Online Members save at least 30% ! Future Members Individuals $96.00 + GST Register Online Table of 6 $750.00 + GST Register Online Not a member yet? Click here for Membership Benefits!

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Don’t Abandon Your Friends. In these crazy economic times, money is on everybody’s minds. While the temptation is to drastically cut back, local businesses can suffer. We’re talking about the nearby restaurant where everyone knows your name, the ‘mom and pop’ coffee bar where you buy your morning paper and coffee, or the little flower shop that makes those great bouquets you love. Remember, just as you don’t want your customers to abandon you, the same holds true for those who rely on your business. These are stressful times and everyone can use the support. Order a less expensive bottle of wine, coffee instead of latte, but show up. We are all connected.

- Darcy, Gayle and Judy

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When this credit is pulled back, people reduce purchases; this creates negative news, bulging inventories, fear and panic.  In service businesses bulging inventory is people.  Lay-offs begin, purchases reduce, inventory is liquidated, and more bad news hits the marketplace and the fear multiplies.  The severity of this most recent downturn has been created by the evaporation of available credit due to the insolvency of so many major banks.  Eventually we hit a point of excessive pessimism in the marketplace. (I had to dig through the entire business section of the New York Times to find one positive article yesterday).

The question is: “What stops the economy from continuing its downward plunge?”  The answer is of course “Smart Money.”  We all can recite the phrase “buy low and sell high” and a few smart individuals begin to do just that.  The “Smart Money” is bargain hunting for everything from stock to real estate, and corporate acquisition targets stabilize the market, it creates the floor.  From there the tide begins to turn as optimism builds.

You as a sales person or entrepreneur don’t have to have Warren Buffet’s billions to profit from this environment, but you do need his mindset.  Realize that your competitors, not unlike today’s investors, do not see the real value of the market, and most are refusing to really play.  They are too busy hiding out by the water cooler and watching the stock ticker and the negative news on CNN.

So here are 7 tips on how to profit from today’s economic downturn:

1. Build a fence around your key accounts.  Of those clients that you are presently doing on-going business with, how many do you have really strong relationships with?  Make a list of your top 20% and immediately call them, if possible go visit them.  Not to sell them stuff, but to find out how you can better service them.  If things are really slow, take advantage of it, engage them more, buy them the lunch you never had time to when the economy was hot.
2. Harness physical and web-based networks in order to connect with positive people.  Most of us have goals and dreams that require resources beyond those that we possess.  By engaging your online and offline communities, sharing resources, ideas, and inspiration, you can collectively achieve greater things.  Now is not the time to go to less Board of Trade meetings, it is the time to really connect.
3. Reach out beyond your existing community with social networking tools such as Linkedin, Twitter, and FaceBook.  Recently as a resident of Vancouver, BC Canada I secured a new client in Asia through my blogging and activity on Linkedin, while some of my existing markets are suppressed, I am finding new ones across the Pacific Ocean using technology (free technology!).
4. Have a pro-active game plan for every day.  You have fewer competitors now, and the ones that are still in business are probably not that motivated.  This trend will continue until we reach the bottom of the downturn.  This is the time to gain market share.  Get to work an hour early, and plan your day out the night before.  It may take more calls to land the same number of clients, but also realize that you will be able to gain more market share due to less competition, or at least a mentally weaker competition.
5. If you have some cash reserves start investing in your business.  If you use advertising as a tool to attract clients you can now negotiate a better rate with publishers, and because competitors have pulled back their ad spend your message will have less noise to compete with in the marketplace.  Fuel prices have dropped and people are traveling less, this also means better rates for business travel to far-away markets.
6. Take control of your own mental economy.  The most expensive thing we can do as sales professionals and business people is have a day of negative thinking.  When we are focusing on what we don’t have, and we are wallowing in our own self-pity, we’re not thinking about creating positive business outcomes.  My suggestion is to commit to reading at least 30 minutes of positive news, or personal development books per day, find some great motivational CD’s or podcasts (iTunes has thousands that are free) and pro-actively seek out and associate with other people that are refusing to participate in the recession.
7. Be disciplined in your execution.  At the top of an economy when clients are abundant and optimistic, closing the deal is easy.  If you miss a deal because of bad follow-up, or a poorly written proposal there is always more opportunity out there.  Anyone can look like a rainmaker when things are hot.  When things slow down our bad habits become more evident.  When you do have a great prospect in your sights, have a sound sales process and follow the fundamentals of great selling obsessively.  There are no mundane steps in a sales process, treat every detail like it is the deal-maker, especially when prospects are fewer and more easily dissuaded to buy.

“Things may come to those who wait, but only the things left by those who hustle. ” – Abraham Lincoln

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As sales professionals we have to realize that it is not the events in our lives, but our interpretation and response to those events that will impact our level of success.  John Maxwell goes further than this to state: “A leader is defined by the size of the crisis.”  The core message here is that almost anyone can captain a ship in fair weather, but during a storm or turbulent conditions it becomes obvious which people truly should be wearing the rank of Captain.

As the storm hits the shores of our industries and communities many people will begin to jump ship, looking for safe harbors or metaphorically tying themselves down and just waiting for the storm to pass.

It is impossible to write on this subject without reflecting on the millions of people whose lives have been affected by what is going on in these turbulent economic times. It is equally clear that this is also a time of immense opportunity to define ourselves in this crisis as leaders in our industries and respective professions.  You can succeed in this present state. In fact, in many industries this is a time of unparalleled opportunity.

What I do know is that in North America alone there have been major recessions or turbulent times approximately every 7 years since 1900.  In each of these instances there were people who panicked, froze, or opted out of society in general and some never recovered.  On the other side there were people who prospered; in fact there was more new wealth created coming out of the great depression than any other time in history.  If your in the profession of selling, turbulent times can be a gift. This represented a major shift in the world power base from an economic standpoint as well.

Just to illustrate this point here’s a run down of the level of turbulence in the economy over the past 100 years, look at these trends and you decide when the best time to be selling or marketing.  I personally think it’s not about the environment but our reaction to it that determines our destiny.

An overview of turbulent times in the past 80 years.

1930’s

1929 Wall Street Crash
1934 Depression
1935 Spanish civil war
1937 Recession
1938 War clouds gather
1939 War in Europe

1940’s

1940 France falls
1941 Pearl Harbour
1942 Wartime price controls
1944 Consumer goods shortages
1945 Post-war recession predicted
1946 Dow tops 200 – “too high“
1947 Cold war begins
1948 Berlin blockade
1949 Russia explodes A-bomb

1950’s

1950 Korean War
1951 Excess profits tax
1952 U.S. seizes steel mills
1953 Russian H-bomb
1954 Dow tops 300 – “too high”
1955 Eisenhower ill
1956 Suez crisis
1957 Russia launches Sputnik
1958 Recession
1959 Castro seizes power

1960’s

1960 Russia downs U-2 plane
1961 Berlin Wall erected
1962 Cuban missile crisis
1963 Kennedy assassinated
1965 Civil rights marches
1966 Vietnam War escalates
1967 Newark race riots
1968 USS Pueblo seized
1969 Markets fall

1970’s

1940 France falls
1941 Pearl Harbour
1942 Wartime price controls
1944 Consumer goods shortages
1945 Post-war recession predicted
1946 Dow tops 200 – “too high“
1947 Cold war begins
1948 Berlin blockade
1949 Russia explodes 70 Cambodia invaded
1972 Record US trade deficit
1973 Energy crisis
1974 Nixon resigns
1977 Market slumps
1978 Interest rates rise
1979 Oil prices skyrocket

1980’s

1980 Interest rates at all-time high
1981 Steep recession begins
1982 Worst recession in 40 years
1983 US Marine barracks bombed
1984 Record federal deficits
1985 Economic growth slows
1986 Dow nears 2000 –”too high”
1987 Record market fall
1988 Junk bond scandal
1989 October “Mini-Crash”

1990’s

1990 Persian Gulf crisis
1992 Riots sweep Los Angeles
1993 Bombing of World Trade Centre
1994 Rising U.S. interest rates
1995 Oklahoma City bombing
1997 Collapse of Thailand economy 1998 US impeachment proceedings
1999 Y2K

2000’s

2000 Internet stocks plummet
2001 September 11
2002 Corporate earnings scandal
2003 Iraq war
2004 Oil price rockets
2005 Oil price rockets further
2006 Emerging market sell-off
2007 Sub-prime crisis
2008 More of the same!

Even with all of the negative news that we have been bombarded by there are still positive things happening in the marketplace.  For instance, in Canada there has been a record drop in the currency value and the stock market, yet there were still over 100,000 new jobs created in the same month (September 2008).  This is the largest one-month gain since they started keeping records in 1976.  This was coupled with a 4.6 percent year-on-year increase in average wages (inflation was 3.5 percent).

We have so many dichotomies in the marketplace because this is not just about an economic downturn. The rules have changed, and technology and globalization have had real impact on how we do business.  We are no longer economic islands and those that realize that and embrace the new landscape can win, just like the legions of millionaires created during the great depression.
There are a few things we can count on at the bottom of an economic cycle:

1. You will have fewer competitors during turbulent times than you did during easier times.  Many will go out of business, or pull back any proactive efforts that cost money.
2. Those competitors that are left will be less motivated.  Most will make fewer calls, spend more time watching negative news, and lack the confidence they had when getting orders was easy.
3. Your competitors will spend less on advertising and training.  There will be less noise in the marketplace and they will also stall in the areas of personal and professional development.
4. Your competitors will pull back and isolate themselves, becoming self-focused, further spiraling their motivation level and reducing their networking, selling, and community connections.
5. Many people will resist trying new things and getting creative, sticking with what has always worked.  The problem is, of course, that what got them here, is not what is going to get them to where they want to go.  A new economy needs a new playbook.

Check back shortly for part 2 of this blog post

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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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My favourite martial arts instructor, Sensei David Harris would always share with me the importance of daily activities toward a common goal.   If for any reason you feel that you are in a plateau, you can continue your level of progression by reading a book on the subject that you are pursuing, you can watch a video on the related subject, you can read a book or magazine, you can attend a seminar or you can even mentally rehearse your desired outcome for your success.

What is most important is to do something regardless of how small or how large.  By taking action daily you create the motion towards your desired achievement.  Another step to consider is to stay focused on the end result and be realistic with your approach by taking a step-by-step progression that leads you to your ultimate goal.  There is a Hawaiian saying: “When the surf is high, go surfing and when the water is calm, wax your board.”  Timing is of the essence when riding the wave of momentum.  If you hop on too early, you might crash.  If you hop on too late, you miss the wave.  By timing the wave correctly, you enjoy the ride all the way to the beach.

Fred Shadian

This is blogathon entry number 35 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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How has HR changed over the past 10 years?

HR has changed dramatically over the past decade. Some of the more significant changes are: demographics changes including the aging workforce and declining birth rates in most developed nations and at the same time exploding birth rates in most developing nations; the emergence of four distinctly different age groups working at the same time; the global nature of business with massive mergers and acquisitions as well as outsourcing of labour; plus technological advances affecting the need for skills and knowledge upgrading; the proliferation of internet recruiting, flexible HR policies, employment branding; plus an unprecedented talent and skills shortage that will continue in many countries for the next two decades.

What is the key to pre-screening and selecting the right people for a team?

The quick answer is to “pre-screen for competency and select for character”. What this means is that the entire pre-screening process should focus on answering the fundamental question, “does the person possess the necessary skills, knowledge and experience to do the job?” In other words, are they competent (able) to do the job? Once you are satisfied that the applicant possesses the requisite abilities then the selection process begins. It is here that you need to “select” the best candidate in terms of best fit with the company. To do this you must focus your energies on examining the person’s character which is made up of their attitude, and personality. The most insightful part of the selection process is the face-to-face interview.

What are some of the main reasons that some sales people are successful and others are not?

Contemporary wisdom suggests that the key to successful selling lies within the sales person’s skills, knowledge and selling techniques. Although I agree that these issues are all important, I believe that the single biggest contributor to selling success is the person’s attitude. Their attitude entails many elements, such as their attitudes: towards themselves in the role of professional selling, their attitude as it relates towards the selling process; their attitude towards the company they represent, the products and services they offer their attitudes toward their customers, and their team-mates. These attitudes will ultimately determine their level of selling success.

As a respected authority on customer retainment as well, how is it possible to turn a one-time buyer into a life-time customer?

People the world over complain to me that there is no customer loyalty and that a client will change suppliers to save even a tiny bit of money. I feel this is an over-simplification of the issue. Yes, people are always seeking bargains, but at the end of the day it’s value for money that will win out. I don’t believe that a company has to be the lowest priced provider; rather they need to fully understand the needs of their clients and then exceed the customer’s expectations. This is done by investing in client relationship building, having highly skilled and knowledgeable, sales, and customer service professionals, and constantly seeking ways to improve the life and or business of your clients. By adopting this “imbedded partnership mindset” you will become the supplier of choice for your key accounts.

In your best-selling book “the ABCs of Making Money”, what are some of the strategies that ordinary people can implement to create extraordinary wealth?

Actually, the answer to this question lies within the title of my book; it’s what I refer to as the “ABCs” approach and is doable by anyone who has the desire to succeed and is prepared to put the effort in. It all starts with adopting the right attitudes. By understanding the attitudes of successful, wealthy people, and then engaging in highly effective day to day behaviours (such as living within your means, investing your money at an early age, develop critical skills in the areas of selling, communicating, negotiating and priority management; and finally applying the principles of creating money by owning your business and developing numerous sources of passive income… the idea of earning money even while I sleep is very appealing to me!

This is blogathon entry number 33 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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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:

1. Vision
2. Influence
3. Networking Skills
4. Coaching and Mentoring Skills
5. 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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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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Question: Dear Shane “stop presenting, stop selling, be prepared to leave” do you agree or disagree with this statement?

Answer: Dear Darren,

Darren this is very connected with the previous question you asked.  It would be too much of a cliche for me to urge sales people to be solution finders and not product peddlers or pitch artists.  Now with that said I will say this: many people even when asking questions or listening are still selling or presenting.

Standing in front of a room full of executives with their custom graphic designed PowerPoints they roll through their clever presentation based upon the research and previous needs asessment they did on the company.  Even at this point, a final presentation, not engaging the client in questions, dialogue, and involving them in collaboratively defining what a successful solution will look like can be fatal for a deal maker. (Maybe fatal is a little extreme, but it is a deal killer).

“Be prepared to leave!”

This is a bold statement that is powerful.  Prospects can smell weakness and desperation.  If we are willing to do a deal at a low margin, bending over backwards for them to get the deal this causes all kinds of challenges:

#1) People like to do business with top organizations and top sales people, and they rarely grovel for business

#2) If the client does business with us, generally the repeat business will also be at a low margin.

#3) If you’re supposed to be in a leadership position as a solutions provider it will be tough to implement because the client won’t respect us.

Being willing to walk away from deals that aren’t ideal or that are one sided in the clients favor is an attribute of a big deal closer.  Bill Gibson likes to say: “You don’t get out of life what you want or deserve, you get what you negotiate.”

This is blogathon entry number 29 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Dear Shane,

What advice could you give to employers that are seeking to hire top sales performers in what is still an employees’ job market (especially when we refer to top sales producers)?

Dear Minto: There are several factors that we need to look at when recruiting top performing sales people.  The first step in my opinion is to:

Write up a complete description of the type of sales job it is, including the following:

1. Amount of phone selling, cold calling, proposal writing, group presentations.
2. Geographical area
3. Amount of travel
4. Amount of time away from home
5. Level of independence
6. Hours expected to work
7. Work culture of the company
8. Reporting and paper work expected
9. Client entertainment factor
10. Type of customers or potential customers
11. Level of acceptance by the customer in reference to
    • the company
    • the products and service
    • the industry
12. Level of selling
    • Product/service focused
    • Relationship marketing focused
    • Customer and solution focused.
13. Size of average sale
14. Length of the selling cycle and any other important factors you can think of.
15. Trade show selling and seminar selling etc.

With the above job description in mind, carefully describe the characteristics, behaviors, values, skills, experience and abilities you require in this person.

Secondly realize that top producers are rarely ever unemployed.  Being in the recruiting business you know that top producers are constantly being courted for other job positions.  My suggestion is hire in advance, network where these producers work and play, and even offer finders fees to your own internal sales team if they find you a winner.

My last thought is winners like to win, and they like to win quick.  If you’re recruiting top performers you better have a sales opportunity and a process that enables them to hit home runs early.  Showing up to a disorganized sales environment with no sales process or culture is something that will quickly repel most top producers.

Thanks again Minto for your contribution to the MSMF Blogathon!

This is blogathon entry number 28 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Question: Dear Shane “You get more from the questions you ask than the stories you tell” do you agree or disagree with this statement?

Answer: Dear Darren,

I absolutely agree with this statement.  My favorite stat that I like to share with audiences is that great sales people and great leaders listen 70% of the time and ask intellient questions and make powerful statements the other 30% of the time.  One of my other favorites is a quote from Zig Ziglar and this is what he said “I have never heard someone listen their way out of deal… but I’ve heard lots of people talk their way out of a deal.”

Having a solid strategy for questioning clients or what we at KBI like to call “Needs Analysis Selling” is  vital especially in closing large, or complex sales transactions.  As a leader in a negotiation this process also becomes vital in helping the leader build bridges and connect with those that they are networking with.  By asking intelligent questions we display our insight, show the other person we are genuinely interested in them and help people look at themselves and their business in a different context (usually involving our company and solutions).  If we ask great questions and use the conversation to build strong rapport and trust often the deal will close itself.

This is blogathon entry number 27 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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Question: Dear Shane “Leadership is taken not given” do you agree or disagree with this statement.

Answer: Dear Darren,

Thank-you for your generous contribution to the MSMF and the Natalie E Pinch Memorial Library.  Your question is a great one.  Although leaders can be “made” or developed one cannot give another person leadership.  They can give them a position or a title but this is not necessarily the mark of a leader, we have all seen children born into wealthy families squander their wealth because they were given a title or a place in society.

Leadership development is a two way street.  The leader and the developing leader must have a high level or rapport, a solid mentoring relationship and the mentee or developing leader must be willing to answer the call to leadership.

I see so many managers today frustrated because they want someone to succeed more than the other person actually wants to ascend from a leadership perspective.  The potential leader must step up to the plate, fully understanding what price and sacrifice must be made to take their life or business to the next level.  Then they must step forward and through action demonstrate their intent.

Does this answer your question?

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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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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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We are often mentoring people because we have a road map or insight on how to get somewhere that they want to get to. It’s okay for someone to outgrow the mentor or even outgrow their goals before they get there. As a team we can mentor someone on starting a successful consulting practice, we can even train a sales force of 500 or 1000 people, but when the mentee starts requiring advice beyond our scope and experience at we know it’s time to help them find a new mentor. Some people may see it as a failure to no longer be able to offer additional insight or direction to a mentee, but we would like you to reflect on the following quote from an unknown Japanese author:

“The test of a good teacher is not how many questions he can ask his pupils that they will answer readily, but how many questions he inspires them to ask him which he finds it hard to answer.”

- Japan 300 B.C. – Author Unknown

This is blogathon entry number 22 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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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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In helping people set effective goals we need to be to answer yes to the following questions:
• Is the goal S.M.A.R.T?
• Does the goal inspire them?
• Have you connected or aligned it with their values?

S.M.A.R.T Goals

The S.M.A.R.T acronym for goal setting has been used for decades and it’s still one of the best formulas I have seen. S.M.A.R.T goals are as follows:

Specific – the goal is focused
Measurable – there are benchmarks and metrics in place to measure progress and confirm success
Achievable – based upon the individual’s assets, skills, attitudes and behviours the goal is achievable
Realistic – Considering all of the factors influencing the goal is it plausible it will be achieved or are we setting this person up for failure?
Timely – set a specific time for completion (there are no unrealistic goals only unrealistictimelines)

Inspiring
“Have a goal so big that it scares your neighbours”

When helping people set goals try not to make them too safe. We don’t want goals that far outpace someones self-concept but we also want goals that make them stretch and keep them up at night (or more importantly out of bed early and excited).

The word inspiring actually comes from the Latin word Inspiro which means to breath upon. to breath into… to put the spirit within. As mentors if we are to inspire others and pit the spirit within them we must first be inspired ourselves. Be passionate and excited when helping people set goals.

Values Alignment

When developing goals it is important to put them through the “values test” to make sure that the goals were are helping them set will help them feel on purpose while striving toward them.

One approach to doing this is to simply list all of the core activities, people, and daily disciplines associated with the goal and then compare them with the mentee’s values. If 70% or more of the activities and disciplines fulfill their core values then chances are the goal will be an energizing, pleasurable thing for them to work toward. If it is less than 70% it is suggested you help them build a new path to the goal or find a new goal that satiate their core values and drivers.

This is blogathon entry number 20 for the MSMF Blogathon. Visit this page to learn how you can support this cause. Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

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Too many organizations invest heavily in recruitment yet fail to retain star performers because they lack a thorough plan and process for starting their people right and continuing to develop them. Winners want to win quickly; hire a winner and you have to have the tools and mentorship program in place to help them win.

Furthermore winners leave when there’s no more challenge or personal or professional growth opportunities. When recruiting University Graduates one interesting statistic to note is that “More than 60% of college and graduate students listed mentoring as a criterion for selecting an employer after graduation” (MMHA)

In a recent study of 3000 companies done by Accenture Analytics and 18 other organizations globally found that the top 25% of companies in multiple industries as compared to the bottom 25% were those organizations that had significantly more mature and effective human resource development plans with strong leadership and mentorship development components in those plans. The bottom-line is mentorship and people development makes a difference to your bottom line.

The need for mentorship is particularily true for the millenial generation or generation Y.  This demographic tends not be of the live to work mentality.  They don’t just talk about “balanced lifestyle” like their boomer parents did, they put lifestlye first and see work as a tool to support that lifestyle.  Recent studies also show that without mentorship Generation Y is not equipped with the contrast between their sheltered (and good for them by the way!) upbringing and the realities of the work-force and the demand of society financially, socially, and otherwise.

Having a solid mentoring process along with training, personal development and a good dose of entertainment can help retain the up and coming star players of tomorrow.

This is blogathon entry number 19 for the MSMF Blogathon. Visit this page to learn how you can support this cause. Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

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This may not seem like a big deal but what we’re losing is the tradition of connection between our elders or mentors and the next generation. What’s lost here are the high impact tidbits of tacit knowledge, the street smart lessons, insights learned in the school of life, values, access to the mentors resources and networks, and opportunity to learn the often untold principles of success that aren’t taught in University or found online. In all of it’s glory it’s too easy to hop onto the web and get an answer (who writes that stuff anyway?). But it’s about using the information and sifting through what is relevant and what is not. The very personal exchange that occurs through mentorship and even connecting with our peers is lost. The information age has spawned the disinformation age. Try weeding through and verifying the facts you find on one of the 9 billion WebPages indexed by Google and MSN.

As mentors and leaders this knowledge and ability we have comes with a responsibility. We believe strongly that if members of our community can share the roadmaps they have discovered and experienced, along with their insights from these journeys be it for business, personal, marital or spiritual success and through sharing this insight by investing as little as a couple hours a month the difference that can be made in many lives will be massive. Doing this within our community, including the chance to increase our shared prosperity will build the kind of high impact legacy we can all be proud of.

This is blogathon entry number 18 for the MSMF Blogathon. Visit this page to learn how you can support this cause.  Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

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The Role of Mentorship provides an important role in the development of global socio-economic infrastructures. It provides critical capacity building support and opportunity for entrepreneurs, corporate executives and government officials and leaders in creating long term stability and competitiveness for nations and their economies. Mentorship in the areas such as fine arts, sciences, and the not for profit sector is paramount to improving and sustaining the quality of our lives as a whole. Building capacity is means strengthening and increasing insight, ability and talents, as well as visioning and implementation and execution skills in a specific discipline or disciplines. For instance Vancouver’s economy boasts a strong, growing high tech sector but still has only begun to tap its global potential.

This is largely attributed to capacity gaps in marketing technologies and distributing them on a broader platform. In order to increase the capacity to grow and export Vancouver’s technology base and applications, building the sector’s mentorship capacity and resources can help the key entrepreneurs, executives and innovators within the local technology sectors meet their full global market potential. Mentorship can provide a prospective road map from someone else who has walked the path before – like an entrepreneur who taken a tech company from 12 employees in a basement apartment to 500 employees and a listing on the TSE with global distribution.

Typically, however, the steps, pitfalls, and challenges aren’t well documented traditionally; they’re taught, and modeled by mentors and leaders and passed on to their protégées and partners. Its a proven fact that the higher mentorship capacity levels you have and the higher the quality of mentorship in your community the higher capacity economically, environmentally, and socially you will have. Unlike traditional education environments, corporate training programs and courses, mentorship is a very personalized form of support and transferring knowledge. It is primarily based on a specific relationship between two people and at times between an individual or group of individuals or advisors. [This is the first post of a two post series on this topic Click Here to Read Part 2]

This is blogathon entry number 17 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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? Raising Revenues: Show them how their overall volume can be increased. In other words, an increase in sales. They know that an increase in sales means more profit if the expenses are well managed.

? Increase Efficiency: They want more return for their money invested. If they can see that their staff and management will become more efficient, or their equipment or other capital and human assets will be more efficient than the chance of their buy-in is higher.

? Keeping Shareholders Happy: Keeping the Shareholders happy means that you are showing them ways to improve the value of the company inturn improving the value of the shares, or returning a bigger profit so that larger dividends are declared and paid to the Shareholders.

? Lowering Cost Of Production: Again, more logical, linear, left brain appeal to the top level decision makers. Lower costs equal better margins, which means better profit.

? Increasing Market Share: They are interested in advertising, marketing and business development strategies, tactics and methods to increase Market Share. Also gaining a bigger share of the average client’s or customer’s wallet (spend) is also increasing market share to them.

? Higher Return On Investment: Can you show them how they will get a bigger return on their investment for the money they invest in your services, products, ideas and concepts?

? Dealing With Market Changes: A sudden down swing in the economy, a new big competitor grabbing market share, a sudden market switch to a new technology, a new way of doing business, new government regulations that affect them adversely, a major change in consumer behaviour are all examples of market changes that corporations have to adjust to and capitalise on.

This is blogathon entry number 15 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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This quote albeit brief says a lot.  Fred Shadian a good friend and mentor of mine has told many many times that 90% of achieving a goal is knowing why we’re doing it.  Too often I see people half way to their goal and they cool off, coast or just plain quit.  Other people with less talent, ability and charisma pass by them and claim the prize.

Knowing why is about creating a burning desire, a passion that cannot be subdued.  The flame of desire needs to be stoked with personal dialogue and constant visualization to stay alive.

When I talk about dialogue, what I am referring to are the questions we ask our self.  After setting a goal (or dusting off an old one) it’s important to ask ourself the following questions:

1. If I follow-through on this goal how will achieving it impact my finances, family life, health, spirituality in the next 3 months? 12 months? 3 years? and 5 years?
2. If I don’t follow-through on this commitment to myself how will it impact my finances, family life, health, spirituality in the next 3 months? 12 months? 3 years? and 5 years?
3. What is the price I need to pay to achieve this goal?
4. What is the price I will pay for not working toward this goal?

Questions like this create leverage, they bring home the reality that our daily activities shape our long-term happiness and well being.  The leverage and positive pressure that desire puts on us also helps us tap into resources and capabilities that we rarely use when we are just coasting along.  Make a habit everyday of asking yourself these four questions about your major life goals and your daily disciplines. It creates a level of awareness, focus and intensity that few people possess.

This is blogathon entry number 14 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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“Find a short or long-term strategic partner with the resources that offset the need for investment. A great idea for a concept, product, service or a business that requires specific expertise is often held back by the lack of it, or enough money to hire someone with such expertise. However, there are ways to get around these obstacles.

Scott, a young Johannesburg entrepreneur, investigated suppliers of a high-precision grinding machine, used for the highly specialised grinding down of high-tolerance material. During his search, he found an owner who was a partly retired engineer and who was not using his grinding machine. Scott and an associate entered into an agreement that gave them one year to generate revenue with the machine. If successful, they would buy the machine by paying an agreed monthly amount.

They launched their business this way. Without this deal, they could never have raised the money to buy the machine in their first year of operations. Another option would have been to give the owner of the grinder a share of the business. Then Scott could have avoided paying for the machine entirely. The advantage to this approach is that you may be able to go to market much faster than you would if you were waiting until you were able to raise the capital to build your product or open your business. In the case of the grinder, Scott gained valuable equipment, but you can also gain expertise that is needed – not just hired expertise, but expertise with a stake in the business. A strategic partner who has suitable expertise may be exactly what you need, provided you are able to work with this person.

At the onset, negotiate a reasonable buy-out option, so that eventually you can be the full owner of your business or concept. It does not mean that you are compelled to buy your partner out – it just gives you the option. Your investor may be more valuable to you as a long-term business partner. You could also negotiate a ceiling amount – the partner is automatically bought out once this amount is paid out. This figure would have to take into account a mutually determined base value of the investment in services, support, overheads and expertise. You may need a third party to help with this. Be sure not to give away too much in the beginning. Expertise is not the only resource you may need. Under certain circumstances, it could be in your interest to open a small business via a large company that allows you to use unused machines. In turn, they could either receive revenue, a percentage of the business or both. Resources cost money. You can trade either shared revenue or equity for the resources. However, remember that equity, once traded, may be gone forever.”

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Motivation
The successful salesperson who is motivated:
• desires to be the best.
• is competitive by nature.
• has the edge through customer service.
• turns problems into opportunities.
• moves, stands, and talks in a positive way.
• refrains from negative, pessimistic statements, and ignores those made by other
people.

Following is a break-down of these success qualities:

Precision
The successful salesperson is precise, focused and detail-oriented:
a) Focused:
• The ability to decide what is important
• The willingness to tackle unpleasant jobs
• The willingness to spend time convincing the prospective client that the car is right for them—therefore price may not be such an important issue
b) Detail-oriented:
• Doing the job consistently and systematically
• Planning and organizing
• Keeping notes of appointments, actions, reminders, and deadlines

Direction
The successful salesperson has positive direction.
a) Assertive:
• Tough-minded and confident in negotiation
• Believes in themselves and believes in the product and an ability to show it
• Handles negatives and insults well
b) Relationship:
• Builds rapport with prospects, customers and colleagues
• Understands that people buy from people
• Focuses 100% on prospects by listening and maintaining an acceptable level of eye contact
• Praises service staff and reception staff internally and externally

Flexibility
The successful salesperson is flexible. They possess the ability to:
• read people and situations and to adapt their behavior.
• get excited when the customer gets excited or be business-like when the customer is business-like.
• adjust their posture, volume, and tone of voice to match their client.

This study very quickly summarizes the many characteristics that most of us need to rise above average in sales and in business.

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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Is deviance from truly ethical behavior appropriate or inappropriate, in the end? I kind of feel it is somewhat inappropriate.

This question was posed in context of my four part blog entry on ethics in selling.  Lets look at deviance for a moment.  Dictionary.com defines it as “One that differs from a norm, especially a person whose behavior and attitudes differ from accepted social standards.”  In my opinion deviating from social norms, politically correct pressures, or cultural traditions (including corporate culture) is not necessarily a bad thing in business and in life.  Alexander Graham Bell was seen as a deviant in many aspects, so was Martin Luther King.

For me Raul’s question made me think of the Dalai Lama’s comments on creating Karma.  For good or bad karma to be created he states, there are three elements. #1) Intent #2) Action #3) Result.  I think as we look at the result of our actions, in causing harm to others, or advancing at the loss of others with harmful or un-ethical behavior and succeeding in doing so then this behavior is absolutely inappropriate.  So in short, next time one feels like labeling someone a deviant the questions we must ask are “What was their intent?”…”Did they act upon this intent?” and “Did their actions cause harm or suffering to others?”

This is blogathon entry number 7 for the MSMF Blogathon.  Visit this page to learn how you can support this cause.

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Intro to sales ethics:

What are ethics? Ethical behavior can be described as conforming to accepted standards of social or professional actions. Therefore unethical behavior is viewed as wrong, not conforming to accepted standards or professional actions, contrary to conscience, or morality, or law.

There is no such thing as “ethical selling.” You are either ethical as a person or you are not. The issue of discussing ethics in sales somewhat misses the global aspect of the concept of ethics. Whether we are in the office or at home, 24 hours a day, 365 days a year, we are judged by our behavior. Our personal friends and community network and our business network are inseparably integrated. Ethics have no boundaries as we live in a globally connected world.

In the NHL (National Hockey League) if a player is convicted of drinking and driving, the league suspends them. Although the unethical activity occurred outside of work hours, the league understands the impact of a team member’s behavior on the sport. We are always representing our organization’s brand—even when we are not in uniform. Conversely non-business activities like volunteering at your local soup kitchen to help
feed the homeless, or with a local community group, positively affects your personal and business brand.

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

Sales Performance Meetup

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for a 24 hour Blogathon for Charity. Over 24 hours I will write 48 blog posts to help build a school in India that will provide hope, literacy, and options to a very impoverished region of that country.  Some posts will be in the form of audio podcasts to give my hands a rest.

I will be answering questions and blogging on sales, leadership, personal development, and motivation.  Here’s a couple ways you can help:

• Sponsor and entry for $50 and submit a  question on sales, leadership, personal development, or motivation.  Your blog entry will have your answer and a personal profile of you and/or your organization and 2 links back to your website(s).
• Pledge any amount via e-mail (everything helps)
• Spread the word and let your friends and associates know about this event
• Visit my blog and post some comments of encouragement during my 24 hour blogathon 10 pm Friday July 25 to 10 pm Saturday July 26th

To make this as simple as possible I have set up an e-mail account for pledges and after the blogathon I will send you directions on how to make your donation online directly to MSMF.  My e-mail address for pledges is blogathon@kbitraining.com.  Any bloggers who sponsor an entry also will be added to my permanent blogroll as an extra thanks.

For more information on the MSMF foundation and why I chose this charity click here.

To donate immediately click here

Any questions call me at 604-351-5539 or e-mail shane@kbitraining.com

Participating Bloggers:

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We were talking about heros, warriors and winners.  Fred Shared this with me:

When a hero plateaus it’s usually because they have not accepted their calling

This is such a powerful quote.  When we plateau, greatness is before us but we’re at that place (the rut as some refer to it) and it’s because we haven’t fully embraced our mission.

ANSWER YOUR CALLING

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This is about a sales executive suing his employer for Waterboarding him at a sales conference as some medieval method of motivating him (Waterboarding was first made popular during the Spanish Inquisition). He also described his work environment as follows:

“Hudgens’s lawsuit, filed Jan. 17 in Provo, suggests the testosterone-poisoned setting of the David Mamet play “Glengarry Glen Ross.” Hudgens alleged that if the 10-person sales team went a day without a sale, members had to work the next day standing up; Christopherson took away their chairs. The team leader also threatened to draw a mustache in permanent marker on the face of sales people for “negativity,” Hudgens said. Christopherson kept on his desk a piece of wood, “the 2-by-4 of motivation,” he said. “

Wow, I first read about this on Digg.com and did a quick Google search to see if it was for real. Fox news and Washington Post both posted this story back in April.

Now here’s a great quote:

“We’re not the mean waterboarding company that people think we are,” said George Brunt, general counsel for the firm, which sells a combination of online and personalized instruction — packaged as “coaching” and running $3,000 to $15,000 — to customers who are solicited by telephone.”

I love that “We’re not the mean waterboarding company that people think we are,” so if that’s not mean than what is?

You can read the entire article on the Washington Post Website. As sales managers and executives our customers, our first customers are the people on our team. If we serve them well and give them the tools to succeed then that treatment will trickle down and into the marketplace. Our team will treat our customers as humans, not numbers or quotas. Where was the humanity in this?

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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.

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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Five levels of leadership self assessment
Coaching skills assessment
Enabling versus equiping self assessment

I would appreciate any feedback and comments on the usefulness of these tools and how we may improve upon them.

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

Subscribe in iTunes to this Sales Podcast

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How can you ever be intentional with your decisions and actions in
life, if you are not completely clear about your own personal style and its
related strengths, preferences, and challenges.

It’s a biological fact that we are born with a natural predisposition to a
distinct personal style. It’s not something we can choose to avoid. We take our
personal style with us, everywhere we go

After conducting over 2000 programs and writing on the subject for more than 16
years, I am absolutely convinced that without a full understanding of your
personal style—and the personal style of everyone with whom you interact on a
personal or professional level—you are missing critical knowledge that can
contribute to fulfillment for all the individuals involved.

It’s like flying a plane in a dense fogbank. Without training in aircraft
instrumentation, you are living by a hope and a prayer that you can make it to a
safe landing site. That is the way most people live their lives—but that need
not be true for you!

CRG is unique in that we teach a holistic development model wherein your
personal style and your personality are two separate concepts.

Your personality—the totality of who you are—is composed primarily of six
Personal Development Factors™ that contribute to your personhood. 

1. Your Personal Style
   You were born with it and it stays consistent throughout your lifetime.
    

2. Biophysical Factors
   They include your gender and any illnesses (and wellness levels),
   addictions, or injuries that affect your engagement of life.
    

3. Self-Worth Levels
   They affect how and when you engage your life and the various challenges
   that life brings to you.
    

4. Environmental Systems
   Your country, your local area, geography, and your culture all highly
   influence your perspective on life.
    

5. Social Teachers
   These include people who have shaped your viewpoint during your life—
   parents, teachers, mentors, friends, family, etc.
    

6. Emotional Anchors
   They include events in your life—both positive and negative—that leave an
   emotional imprint.

The CRG model acknowledges that who we are is based on
both nature and
nurture.

Research confirms that we each have unique and specific style preferences at
birth. From that moment, our personal style starts to play a powerful role in
our lives. Here are some of the things that are influenced by personal style.

• Choosing supportive child-care environments
• Parenting style
• Learning and instructional styles that meet your specific needs
• Selecting the right job and understanding job-style fit
• Accepting the differences in yourself and others
• Getting along better with your life partner
• Coaching others
• Customer service, sales, and leadership
• Designing a life that plays to your strengths
• Having the confidence to reject feelings of guilt and the pressures to
  change from those who are different than you are. That includes peer
  pressure, parents, and teachers.
• Building teams that complement your business needs
• Starting a business
• Hiring and promoting
• Resolving conflict

And much more!

If you really want to succeed in life, knowledge of personal style is
non-negotiable. 

Recently, I facilitated a team development process for a billion-dollar
organization. Even though some team members had been through our

Personal Style Indicator in the past, they identified the

PSI as the single-most-important element to take participants to the next
level. 

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Imagine life being exactly the way you would like for it to be. Imagine working easily and naturally through the challenges that each day presents.
Imagine creating real and lasting value as the result of your efforts. Imagine moving steadily in the direction of your most treasured dream.

Imagine reaching that dream and then building an even more magnificent dream to take its place. Imagine the sense of fulfillment and purpose that comes from living true to the authentic person you are.

Imagine spending each day making a positive contribution****ion to the world in which you live. Imagine making a difference in the lives of those around you.

Imagine the beauty and richness of a life fully lived. Imagine a world in which that fulfillment spreads quickly and easily from one person to another.

Imagine life at its best, and in your imagining experience every detail, every sound, every color, every texture, every feeling. Then take a deep breath, hold your head up, step forward and truly make it happen.

– Ralph Marston

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