Complex Sales Training Podcast Part 1
Today’s podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships.
This complex sales podcast introduces you to the process by first defining what complex sales is and then moves into
part 1. In Part 1 of the Complex Sales series we are introduced to the 6 major Power Players in a Complex Sale or complex business relationship: The Navigator, The Ruler, The User, The Protector, The Contributor and The Opposer.
Definition of Complex Sales (From Wikipedia):
Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers. Complex sales involve long sales cycles with multiple decision makers. Multiple stakeholders and stakeholder groups contribute to every complex sale.
Any product or service may become a complex sale. In some instances a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision…
…often the sales person is required to have a set of skills that are more in line with a subject matter expert or consultant than a traditional sales person. This type of sales person can often be referred to as a Key Account Executive or Complex Sales Executive. (Full Definition here.)
The next few podcasts will hopefully help you develop an understanding of what core skills and strategies will be required to navigate and close complex sales.
July 4, 2008 · Filed Under * Sales Podcast, Managing Complex Selling Relationships Blog, Sales Training, iPhone Podcasts |
Sales Podcast Entry - Time and Priority Managment - The ABC’s of Targeting
Today’s sales podcast is on the ABC’s of targeting and time and priority management. One of the biggest challenges we have as big deal closers when chasing opportunities and selling to big companies is that we can get distracted by the little things. In this sales podcast we will go through a brief exercise that will help us regain our immediate focus and close bigger!
Click here to download this podcast now or subscribe to this podcasts RSS feed by chosing one of the options on the right navigation bar.
Get focused, think bigger, and close bigger!
Shane Gibson
This sales podcast is presented by Shane Gibson.
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
November 13, 2006 · Filed Under * Sales Podcast, iPhone Podcasts |
Sales Blog Entry on Free Leadership Self Assessments
I have put together a series of self assessments on coaching and leadership which are provided free (not-for-profit use and distribution only.) Here are the assessments:
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
November 13, 2006 · Filed Under Leadership |
Sales Podcast - Sales Presentation Skills Part 3
This week’s sales podcast on sales presentation skills is focused on how to effectively avoid and recover from common bombs and mistakes in sales presentations. Selling in the boardroom is a skill that can greatly accelerate our ability to close big deals in our sales career. To Download the sales podcast MP3 (Part 3) on sales presentation skills click here or subscribe to the podcast feed using one of the options on the right navigation bar.
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.
November 10, 2006 · Filed Under * Sales Podcast, iPhone Podcasts |
Special Blog Entry - A Message to the Media and Concerned Canadians
From Shane Gibson co-author and friend of Trevor Greene
Thank-you for all of your prayers and concern for Trevor at this time. I have passed on your well wishes to his family and those closest to him. At this time I will not be commenting on interviews in regards to Trevor’s situation until he and his family give me the okay.
His family is busy praying and hoping for the best and I will forward any requests to make statements or comments directly to them. Just drop an e-mail to shane@closingbigger.com. At this time I have been asked not to disclose their contact details.
Trevor is very professional in everything he does. This includes keeping in the strictest confidence the nature of his military responsibilities and past experiences while serving our country. Your best source of information is from the Department of National Defense.
Here’s what I can be quoted on:
“Trevor is a talented author, an amazing Dad and partner, the kind of person you can count on always. He is deeply committed to protecting and preserving the freedoms we enjoy as Canadians.”
Kindest Regards,
Shane Gibson
Co-author and friend
Vancouver, BC
March 5, 2006 · Filed Under Trevor Greene Vancouver |
Tips on Building Strong Transformational Mentorship Relationships
As one can imagine depending on the
personality styles and values of the individuals involved the mentoring
relationship can take many forms and follow many processes. As long as the
people within the relationship find it rewarding and effective we really can’t
say that any one process or format is more effective but it is important that
both people fully understand and are agreeable and committed to it.
Expectations
It is important in the beginning for the
mentor and mentee to explicitly confirm what one another’s expectations of the
relationship will be. How do they personally define mentorship? What goals or
outcomes would they like to achieve? How involved will they be in each others
life professionally or otherwise?
Structure and Process
Do you meet in person? On the phone? Mentor
while golfing or skiing? How often do you meet? For how long are the meetings?
All of these questions should be agreed upon early on.
Some of the foundations of the mentoring
process are important are:
r
To identify each person’s values, style and
preferred method of communication
r
Set SMART regularly to focus the
relationship
r
Remember that mentoring is transformational
and that most of the goals should be focused on building the mentee’s talents
into strengths
r
Have a way of recording and checking on
commitments made
r
Set a regular time or frequency of time to
check in; you may not need to meet every three weeks but at least check-in with
each other to keep the relationship strong and current
Commitments & Rules
It is vital to confirm and agree upon what
commitments we require from one another. Some mentors have no problem working
through in-action or continually broken promises by the mentee while others will
end the relationship if the advice they give isn’t heeded. Neither of these
mentors is wrong, it’s a values thing. The key to ensure that both parties are
aware of each other’s personal rules and that commitments are firmly put into
place and recorded.
Shane Gibson is President
of Knowledge Brokers International
Systems Ltd. and author of
Closing Bigger the Field Guide to Closing Bigger Deals and High Impact
Mentorship - The Transformational Mentor’s Field Guide. e-mail
shane@kbitraining.com or call
604-331-4471
