Vancouver Board of Trade - Video Clips
The guys over at Reachd shot some video of Stephen Jagger and I during a panel discussion we participated in at the Vancouver Board of Trade called Big Impact for Your Small Business. The video is pretty shaky (it was done on someone’s hand held but the content was good). Have a listen.
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July 30, 2008 · Filed Under Events and Seminars, Sales Training, Sales Training Video, iPhone Podcasts |
The Redbull is Wearing Off - Blogathon Entry 47
I must say I started with Blogathon with the intention of eating lots of high energy foods, hydrating massively and stretching every 45 minutes or so to stay limber. That lasted about 3 hours. I have now shyed away from Flip Video cam as I definitely look like I stayed up for 24 hours +. I’m about 31 minutes late in finishing my last post but it still feels great to be rounding the last corner of this Blogathon.
As a sales person and a motivational speaker I like to move around a lot, and it was to my surprise that I was able to sit and focus for that entire 24 hours. My goal was $2500 but i think it looks like we raised $1700.00 (unofficial number).
And by the way I mean “we,” kind messages and encouragement from my virtual running mates really helped keep me going. (Thanks Duane Storey, Rebecca Bollwitt, Karen Hamilton, Ayeza Garcia, Isabella Mori, Danny Dang, Mehnaz Thawer, INVOKE, Barbara Doduk, TAGGA, Raul and Colleen Vince. you were all awesome) Then of course the RedBull ( 2 cans…. no Vodka) came out in full force around 4:30 pm today, I was pretty sure if I closed my eyes for a nap I’d be gone. Gregory Pinch who introduced me to the MSMF and Yam De La Pena who provided comedic relief played a big part too.
What I liked about this event was that it really proves that there can be a real connection socially (for good) online. I used my e-mail list, facebook connections, meetup friends, and even did a skype podcast with Fred Shadian today while he was on the island.
Keep Blogging!
July 26, 2008 · Filed Under Blogathon 2008, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training |
CMA BC Seminar | Certified Management Accountants of British Columbia
This is a full 30 minute keynote I did for the Certified Management Accountants of British Columbia at their Career Connections Event on November 1st 2007. Introduced by Vinetta Peek of CMA BC Canada. The audio quality wasn’t great but the content is good.
Become a CMA in British Columbia
Learn about the CMA Designation across Canada
Book Shane Gibson for your next conference
Title: The Career Maker - Relationship Development Skills
Shane Gibson Speaks for the Certified Management Accountants of BC [38:06m]: Play Now | Play in Popup | Download (119)
This is blogathon entry number 38 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under * Sales Podcast, Blogathon 2008, Events and Seminars, Leadership, Managing Complex Selling Relationships Blog, Marketing and PR, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, iPhone Podcasts |
Fred Shadian Guest Blog Entry on CREATING MOMENTUM
Momentum is a form of movement that is created just like the ocean wave. You cannot force momentum. What you can do is become part of the flow of momentum and be caught by the wave and ride it to create the momentum that you desire in any aspect of your life. The key to creating momentum, in reality, is to recognize the extraordinary movement in your life or in your organization and take small steps every single day towards your desired outcome. Determine where you are at and where you are going and stay focused using your time and talent until you feel totally congruent with your desire.
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.
This is blogathon entry number 35 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Training |
Question From Fiona Douglas-Crampton Vancouver Board of Trade
This blogathon entry has been sponsored by Fiona Douglas-Crampton (604-641-1207) with the Vancouver Board of Trade. Before I get into Fiona’s question I must personally first let my readers know that the Vancouver Board of Trade has been the single best investment I have made in my business in the past 10 years.
The Board has helped me grow my personal network, increase my personal leadership capacity and even after several years as a member I now see an endless flow of new business coming in from referrals and opportunities at the Board.
Fiona’s question is: “What qualities of a successful leader are also shared by successful sales people?”
Answer: Due to 18 hours of typing (my hands are a bit stiff) I will be answering this in audio or podcasting format! But here’s the coles notes version:
- Vision
- Influence
- Networking Skills
- Coaching and Mentoring Skills
- Teaching and Training Skills
Vancouver Board of Trade Leadership and Sales Question [7:58m]: Play Now | Play in Popup | Download (99)
This is blogathon entry number 31 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under * Sales Podcast, Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, iPhone Podcasts |
Sales Podcast - Running Effective Sales Meetings
This podcast entry has been sponsored (donation MSMF charity) by Kristine Heckman of lifemark.ca (Ontario).
This podcast is on how to run effective sales meetings.
This is blogathon entry number 30 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under * Sales Podcast, Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training, iPhone Podcasts |
Question 3 from Darren Stevenson Voyageur Oil and Gas Corp.
Sponsored Entry - Voyageur Oil and Gas Corporation - Darren Stevenson CEO
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.
July 26, 2008 · Filed Under Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training |
Question 2 from Darren Stevenson Voyageur Oil and Gas Corp.
Sponsored Entry - Voyageur Oil and Gas Corporation - Darren Stevenson CEO
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.
July 26, 2008 · Filed Under Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Training, Uncategorized |
Peak Performance Podcast Part 3
This is part 3 of the 3 part guest podcast with Fred Shadian on Peak Performance. This podcast discusses how to overcome failure through the power of focus and the discipline of life long learning. Thanks Fred for your donation to the MSMF foundation.
This is blogathon entry number 25 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under * Sales Podcast, Blogathon 2008, Leadership, Sales Training, iPhone Podcasts |
Peak Performance Podcast Fred Shadian Part 2
This is part 2 of the 3 part series on Peak Performance with Fred Shadian. This podcast discusses how peak states of energy and well managed energy can influence our level of success in sales and in life.
This is blogathon entry number 24 for the MSMF Blogathon. Visit this page to learn how you can support this cause.
July 26, 2008 · Filed Under * Sales Podcast, Blogathon 2008, Leadership, Sales Training, iPhone Podcasts |
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