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 20, 2009
As you go about your day today, remember that selling isn't life or death. However, if you prepare and have commitment, your approach is based on solid core values, and you execute and work to win with honor, then you will win more than you lose.
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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.
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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 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: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
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.
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 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 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.
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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 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.
Closing Bigger
JUNE 12, 2009
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 following provides a brief overview of some of the skills and strengths needed to be great at selling intangibles. Personal Brand of You. When selling intangible solutions, it really is about credibility and the relationship.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
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 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.
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.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
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 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
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
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Sales Gravy
JUNE 5, 2009
Be consistent. You are your company. If you are selling a clown act, be funny no matter how grumpy you may feel at the end of the day. If you are promoting business etiquette, be gracious regardless of other people's inconsiderate behavior.
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.
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.
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.
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