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Sales Training VS. Sales Coaching or Cut them Both?
I read a blog entry posted by @salesbloggers via Twitter the other day and it inspired this podcast. The entry by Steven Rosen claims that sales training is a non-revenue generating activity. Great...
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Sales Podcast Transactional vs Relationship Focused Selling
Today’s podcast comes from a question submitted to me by Dave Macdonald via twitter (@davemacdonald). Here’s what he asked: “What are some sound strategies to ensure that positive or negative momentum...
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Professional Sales Diploma Program Launched in Partnership with The Academy...
I have been working with the Academy of Learning for over a year to launch this program and it is now available through their network of 145 locations across Canada. New Program Trains Sales...
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Sales Podcast – 10 Ways to Avoid Cold Calling
Today’s sales podcast is focused on 10 ways to avoid cold calling. In the sales podcast I will cover 10 ways to avoid cold calling. Here’s the list: Become a constant prospector Attend industry events...
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Hey Clueless Networker Maybe They’re Just Not Into You Anyway!
Today’s podcast is possibly about why your prospects aren’t calling you back. I’ve created a bit of a monster, several events here in Vancouver and abroad where I have been telling people that...
View ArticleSales Podcast – 5 Easy Ways to Boost Sales and Motivation Now
Today’s podcast is about applying 5 easy steps to increase the momentum in your business or sales process. If you have been going through the motions or not feeling motivated today’s podcast will...
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Sales Leadership Navy Seal Style
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...
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Top Sales Blog and Podcast Entries of the Week
This week was a bit of a chore for me as far as devoting time to read other blogs and listen to podcasts. Stephen Jagger and I have been busy with our latest project and a lot of my time has been spent...
View ArticleSocial Media Tips
These are a selection of social media tips that I have posted on Twitter over the past couple weeks. I thought I would put them all in one place for easy reference. Please add your tips and thoughts...
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Top Sales Blogs and Top Sales Podcasts This Week
This week has been an awesome week. I did two blog entries while I was away in Chile which was half of my usual volume compared to the previous few weeks. The most memorable one was the interview I...
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28 Days to Better Selling with Shane Gibson
Launches May 18th 2009 If you want to improve your sales and have been too busy to put a plan into place you’re not alone. I have had many people in the sales community including sales professionals,...
View ArticleMarketing and Sales Has Changed Have You?
Today’s Reality: Today’s consumer has a lot of choice. They also have access to many points in the distribution chain that they never had before. This poses many opportunities for entrepreneurs, sales...
View Article28 Days to Better Selling Starts May 18th 2009
This program is my way of giving back to the sales and social media community that has helped me build my blog, business network and knowledge base through your great insight, twitter updates,...
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10 Tips on Doing Business in Vancouver
Today’s blog post is on the lighter side. Some of my comments are in jest so please take them with a grain of salt. The post was inspired by a series of tips I posted on Twitter and the response I...
View ArticleDay 2 of The 28 Days to Better Selling
This is Day 2 of the 28 Days to Better Selling with Shane Gibson. Today’s focus is on developing a set of criteria and aggregating your referral sources and centers of influence to help you maximize...
View ArticleDay 4 of the 28 Days to Better Selling
Today’s assignment is focused on finding and developing more lead and networking sources. Watch the video and then take the following action steps: 1) Make a list of all the possible lead and...
View ArticleLinkedin Prospecting Day 5 of The 28 Days to Better Selling
Today’s sales podcast is Day 5 of The 28 days to Better Selling and is focused on using Linkedin as a prospecting tool. There are many aspects of Linkedin but today we going to focus on the function...
View ArticleInvestigative Prospecting Day 6 of The 28 Days to Better Selling
Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about...
View ArticleLead Nurturing in Sales Day 7 of The 28 Days to Better Selling
Today is day 7 of the 28 Days to Better Selling. Today we are going to focus on lead nurturing. Lead nurturing is really about taking a contact or a prospect who has given us permission to begin a...
View ArticleDon’t Be a Boring Sales Person Day 8 to The 28 Days to Better Selling
Face it, as sales people we can be really boring. We’re predictable, and in most cases we sound just like the next guy. Being boring is a guaranteed way to commoditize our product or service and drag...
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Listening in Sales Day 9 of the 28 days to Better Selling
Today’s focus is on listening. A big part of being good at all the steps in the sales process has to do with listening and being totally present. I have put together (in PDF format) a brief...
View ArticleNeeds Analysis in Sales Part 2 – Day 11 of the 28 Days to Better Selling
Yesterday we focused on how to construct a client needs analysis questionnaire. Today’s lesson is focused on how to conduct a needs analysis effectively. The core take-aways for this lesson are: Never...
View ArticleTwitter for Sales Part 2 Day 13 of the 28 Days to Better Selling
This is day 13 of the 28 Days to Better Selling. Today’s video on Twitter for sales people is about how to get more followers and connect with prospects. It also covers strategies on building community...
View ArticleKeeping Commitments Day 14 of The 28 Days to Better Selling
Today’s exercise is simple and brief but it can have a big impact on our success as salespeople and entrepreneurs. Watch the video clip from a seminar I did a couple years back and then answer the...
View ArticleDay 15 to the 28 Days of Better Selling
Today’s assignment is focused on turning data gathered into compelling sales language. People buy results, emotions, and feelings not solutions or or things. After you have gathered a ton of...
View ArticlePreemptive Objection Handling Day 16 to the 28 Days to Better Selling
Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis....
View ArticleSell the Price Difference Not the Total Cost Day 17 of The 28 Days To Better...
We will often get objections that our product or service costs more money in comparison to a competitor. There are two main questions you need answered before proceeding: Question 1: “Mr. Client, when...
View ArticlePreparing for a sales call Day 19 of the 28 Days to Better Selling
We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us. But are we prepared? This is a two part podcast on getting ready for...
View ArticleTeam Selling Day 20 of the 28 Days to Better Selling
Team selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual...
View ArticleJust Thinking About You Day 21 to the 28 Days of Better Selling
Today’s assignment is pretty straight forward. Mindshare = Walletshare. With that said mindshare is gained through adding value in multiple contexts with clients. Your assingment today is to add value...
View ArticleTeam Players Make Efficient Sellers Day 22 of the 28 days of Better Selling
Too often salespeople even when surrounded by a large corporation do things all on their own. They have been selected because of their personal drive and focus, but this can also be a downfall. This...
View ArticleInfluencing Top Level Decision Makers Day 24 to the 28 Days of Better Selling
Top level decision makers are results-orientated. Both tangible results and intangible results appeal to them. In order to be seen as a resource and potential supplier you must tap into their desire...
View ArticleKey Skills and Strengths for Selling Intangibles Day 25 of The 28 Days to...
Yesterday we talked about the importance of proving or selling inangible results related to your products or services. Today we are going to focus on some of the key attributes needed to do so. The...
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Reducing Anxiety and Worry Day 26 of the 28 Days to Better Selling
Energy management in sales is just as important as time management. Worry and anxiety can be big energy drainers. Your assignment today is to implement as many of the strategies outlined in today’s...
View Article15 Ways to Close a Sale Day 27 of the 28 Days to Better Selling
Today for day 27 of the 28 Days to Better Selling we are covering 15 ways to close a sale. After you listen to the podcast identify how many of the closes listed below that you could apply to your...
View ArticleOperationalizing Your Sales Process Day 28 to the 28 Days of Better Selling
Following are the five key elements of Operationalizing sales (Full explanation in text is here): 1. Tools 2. Measurement 3. Processes and Knowledge 4. Maximize Selling Time 5. Support...
View ArticleTwitter and Tweeting From the Bathroom Business Case Video
This is a short clip from a seminar I did recently on Integrating Social Media into Your Sales Process. This clip is about the merits of tweeting from the bathroom. Here’s the Poll:
View ArticleWhat You Should Know About The Power of Association
Association simply put is “who you hang out with.” This will impact us more than most other things on our road to success. Here’s my thoughts on why association is important: You attract what you are...
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Dave Kahle Sales Blog Guest Entry on Keeping Track of Names
Sales Best Practices: Keeps track of all the names, titles, and positions of all the key contact people within every account. This is so basic, you would think everyone would be doing it. Not so. I was...
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Should frontline sales people blog and about what?
This podcast is in response to the following question (via twitter):From @jaypiddy @shanegibson should front line sales staff blog? If so what should they blog about? Have a listen to this podcast to...
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Social Media Strategy and Resources List
I’m doing a webinar for the Association of Professional Design Firms this morning and while I was compiling a resource list for them I thought I might as well blog it instead. I’ve put up a lot of...
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28 Ways to Improve Your Sales Results
I had a number of people (close to 300) complete the 28 Days to Better Selling Program I put on in May and June. Many of you were asking when I was going to do it again? My next one will be in the...
View ArticleSocial Media Marketing Colombia Interview
I’m doing a keynote seminar on Implementing and Integrating Social Media in Bogota Colombia for a marketing congress on September 28th. As a professional speaker this is one of my favorite parts of the...
View ArticleFree Goal Setting Guide for 2010 by Bill Gibson
Bill Gibson Chair of Knowledge Brokers International has put together a condensed goal setting guide called “Get a Fast Start for 2010.” You can download the PDF free here or you can view it via Scrib...
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Prospecting is a Discipline
Today’s podcast is on developing a prospecting discipline and why you need to plan it out and make it part of your sales and marketing strategy. Bullet points on the podcast: Four Types of Prospecting:...
View ArticleCreating a Sales Culture in Your Organization
Many organizations want to create a sales culture but many also fail at doing so. Today’s podcast covers nine lessons around creating sales culture that I have learned while helping non-sales...
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Become a Certified Sales Professional Langara College Online Course
I wanted to personally introduce you to a program that can immediately help you boost your company revenues and personal career. It’s said that nothing happens until someone sells something. We teach a...
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How Intent Can Empower Your Sales Conversations
Many variables can impact our chances of closing a deal, they include but are not limited to: industry, geography, financial situation of the customer, product quality, the customer mood or sentiment...
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Online Sales Certification with Shane Gibson Starts September 8th 2015
In order to win in today’s sales environment you need to stay ahead of your competitors and in-sync with your customers. Sales skills, training and strategy play a huge role in your success BUT for...
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Successful Selling Strategies (Online Course) Starts May 2nd
Hello Sales Pros! My next online sales training course (Part 1 of The Professional Sales Certificate Program) starts on May 2nd. If you or one of your team members is looking to take their sales...
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