Closing Bigger
JUNE 13, 2009
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 podcast as possible. The following are some ideas, strategies, and tips to proactively help reduce your worry and anxiety: Set a Specific Time for Worry.
Sales Gravy
JUNE 18, 2009
Every day salespeople go out on the street and swing at ugly deals: deals that are unprofitable, unqualified, not in the buying window, without a budget, or without an identified decision maker.
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Closing Bigger
JUNE 5, 2009
Revenues are not a measurement, neither are deals closed, they are results. They are a result of core habits and behaviors driven into practice over time with discipline. With any sales goal, you first have to start with an annual dollar figure that is broken down quarterly, monthly and even the daily. Achieving that goal of course is dependent upon the activities we put into our plan.
Closing Bigger
JUNE 3, 2009
This is it! In December 2008 we had a combined Meetup event with hundreds of people showing up during a snow storm to network, share insights and meet some of their virtual friends in person. It was a combined effort from four major Meetup’s here in Vancouver (Third Tuesday, Sales, Real Estate Tech and Young Professionals). On June the 23rd we’re doing it again with 7 groups and we don’t expect snow, we expect a full house.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Closing Bigger
JUNE 2, 2009
This is part part 5 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 3 Guerrilla Social Media Marketing Tips: 12. Dependent – “The guerrilla’s job is not to compete but to cooperate with other businesses. Market them in return for them marketing you. Set up tie-ins with others.
Closing Bigger
JUNE 3, 2009
This is it! In December 2008 we had a combined Meetup event with hundreds of people showing up during a snow storm to network, share insights and meet some of their virtual friends in person. It was a combined effort from four major Meetup’s here in Vancouver (Third Tuesday, Sales, Real Estate Tech and Young Professionals). On June the 23rd we’re doing it again with 7 groups and we don’t expect snow, we expect a full house.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Closing Bigger
JUNE 29, 2009
Many people ask me how I keep managing to grow my twitter following on my @shanegibson account. I don’t and have never used any type of auto-follow software or participated in any type of Twitter Ponzi scheme. I avoid the get rich quick crowd like the plague, in fact some of my tweets have offended them on mass. In our soon to be released book Sociable!
Closing Bigger
JUNE 29, 2009
Many people ask me how I keep managing to grow my twitter following on my @shanegibson account. I don’t and have never used any type of auto-follow software or participated in any type of Twitter Ponzi scheme. I avoid the get rich quick crowd like the plague, in fact some of my tweets have offended them on mass. In our soon to be released book Sociable!
Closing Bigger
JUNE 24, 2009
Daily I do Twitter updates on leadership, sales and social media. Last week I did a post on 20 Social Media Tips Under 140 Character s and so I thought this week I would do one on some of my leadership thoughts and principles. These tips have been inspired by John C. Maxwell, Dr. Terry Anderson, and great mentors such as my father Bill Gibson and great friend Fred Shadian.
Closing Bigger
JUNE 24, 2009
Daily I do Twitter updates on leadership, sales and social media. Last week I did a post on 20 Social Media Tips Under 140 Character s and so I thought this week I would do one on some of my leadership thoughts and principles. These tips have been inspired by John C. Maxwell, Dr. Terry Anderson, and great mentors such as my father Bill Gibson and great friend Fred Shadian.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Sales Gravy
JUNE 19, 2009
Several years ago, I read a fascinating article about a body language experiment that was conduced by a group of marketing students attending a major university.
Sales Gravy
JUNE 20, 2009
The more time you spend talking about your product, the less inclined a prospect will want to continue that conversation.
Closing Bigger
JUNE 16, 2009
This is part part 7 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 2 Guerrilla Social Media Marketing Tips: 18. Experiment – You will have little failures before you have one big success. Constantly test and be curious about the psychology behind what motivates and engages your customers, prospects and the online communities you participate.
Closing Bigger
JUNE 16, 2009
Daily I post social media tips on Twitter , I thought I would post the most recent 20 for you. Have any to share? Post them in comments below. 20 Social Media Tips Under 140 Characters: Spend at least as much time listening as you do broadcasting. It’s called “social media” for a reason. Be prepared to interact consistently. You can’t win the game focusing on the scoreboard.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Closing Bigger
JUNE 16, 2009
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 and Accountability Structure. After you listen to today’s podcast your assignment is to: List the 5 headings for operationalizing sales discussed.
Closing Bigger
JUNE 16, 2009
This is part part 7 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 2 Guerrilla Social Media Marketing Tips: 18. Experiment – You will have little failures before you have one big success. Constantly test and be curious about the psychology behind what motivates and engages your customers, prospects and the online communities you participate.
Closing Bigger
JUNE 16, 2009
Daily I post social media tips on Twitter , I thought I would post the most recent 20 for you. Have any to share? Post them in comments below. 20 Social Media Tips Under 140 Characters: Spend at least as much time listening as you do broadcasting. It’s called “social media” for a reason. Be prepared to interact consistently. You can’t win the game focusing on the scoreboard.
Closing Bigger
JUNE 14, 2009
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 sales process. The Alternative Close. The Assumed Close. The Minor Decision Close. The Courtesy Close – “silent principle”. The Direct Close. The Urgency Close.
Speaker: Jason Cottrell and Gireesh Sahukar
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
Closing Bigger
JUNE 11, 2009
This is part part 6 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 3 Guerrilla Social Media Marketing Tips: 15. Content – “Substance wins over style” Give real value, unique content and do it often with multiple social media weapons. If you want to dominate your marketplace using social media give more, and give more often.
Closing Bigger
JUNE 9, 2009
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 by letting five of your key accounts know you are thinking about them and care about their success. Today’s assignment is pretty straight forward.
Closing Bigger
JUNE 9, 2009
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 podcast is focused on the importance of connecting with and collaborating with internal and external stakeholders. Who knows, maybe the marketing team wants to know who your ideal client is!
Closing Bigger
JUNE 10, 2009
Here we are 23 Days in. We are almost there. I’ve done programs with bloggers and marketers very similar to this. The difference is they collaborate, maybe it’s geek DNA that make us want to share. Reading through the list of participants and checking out through Twitter, Linkedin and FaceBook who is following along, I can calculate 300 people who are following this program. 240 of you are keeping your thoughts to yourself.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Closing Bigger
JUNE 11, 2009
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 to produce results. The kind of tangible results that appeal to them are: Raising Revenues: Show them how their overall volume can be increased; in other words, an increase in sales.
Closing Bigger
JUNE 11, 2009
This is part part 6 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 3 Guerrilla Social Media Marketing Tips: 15. Content – “Substance wins over style” Give real value, unique content and do it often with multiple social media weapons. If you want to dominate your marketplace using social media give more, and give more often.
Closing Bigger
JUNE 6, 2009
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 meetings. Today we will focus on individual sales calls and tomorrow we will talk about how to plan out team selling scenarios. After you listen to today’s podcast here is your assignment: #1) Brainstorm all of the possible objections you could get in your typical sales call and either pre-empt them or me
Closing Bigger
JUNE 7, 2009
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 contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and coordinate a whole team. Today’s assignment after you listen to the podcast is as follows: 1) Develop your own Edification sheet or elevator pitch for your team mates. 2) Get each of them
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Closing Bigger
JUNE 2, 2009
This is part part 5 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 3 Guerrilla Social Media Marketing Tips: 12. Dependent – “The guerrilla’s job is not to compete but to cooperate with other businesses. Market them in return for them marketing you. Set up tie-ins with others.
Closing Bigger
JUNE 4, 2009
The post How Hard is it to Video Blog? appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence.
Closing Bigger
JUNE 4, 2009
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 you say the price is too high, how high is it? And compared to what do you feel it is too high? When the client answers this question, you know what amount you are dealing with.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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