Closing Bigger

MARCH 18, 2009

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 doesn’t result in purely transactional behaviour?” It’s an interesting question. Falling into being transactional when things are going well or when things are not going well is a bad long term sales and business strategy.

Sell 52

Sell Sales B2B Clients 52

Sales Gravy

MARCH 29, 2009

Most sales people fail to make the presentation about the other person and use a lot of "I" or "me" or "we" language. But your customer doesn't care about you. They want you to talk about them.

Presentation 40

Presentation Service Product Customers 40

Closing Bigger

MARCH 18, 2009

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 doesn’t result in purely transactional behaviour?” It’s an interesting question. Falling into being transactional when things are going well or when things are not going well is a bad long term sales and business strategy.

Sell 52

Sell Sales Clients Customers 52

Closing Bigger

MARCH 10, 2009

…social networking sites and social media including FaceBook, Linkedin, and Twitter for cancer, heart attacks, lupus, dementia and more? As a sales performance specialist, author, speaker, and someone who loves connecting people; I’m one of the biggest proponents of networking and socializing. Yes I’m referring to non-sterilized out from behind the computer connecting with real genuine people.

Networking 52

Networking Cold Call Promote Presentation 52

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.

Sales

Closing Bigger

MARCH 10, 2009

…social networking sites and social media including FaceBook, Linkedin, and Twitter for cancer, heart attacks, lupus, dementia and more? As a sales performance specialist, author, speaker, and someone who loves connecting people; I’m one of the biggest proponents of networking and socializing. Yes I’m referring to non-sterilized out from behind the computer connecting with real genuine people.

Networking 52

Networking Cold Call Promote Presentation 52

Closing Bigger

MARCH 2, 2009

Another great tip from Darcy, Gayle and Judy. I like this one. I don’t know how many times I’ve been at a function and someone has interrupted a great conversation. All three people can lose. Here’s what they have to say: Networking Interruptus. Here is a very typical networking situation: Sam and Salima are talking and someone comes over, interrupts, and proceeds to talk only to Sam.

Networking 52

Networking B2B Conversion Sell 52

Closing Bigger

MARCH 21, 2009

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 Professionals Who Meet the Demands of Today’s Business World Academy of Learning is pleased to announce the new Sales Professional Diploma program“ said Derek Hamill, President of LaunchLife International Inc., the franchisor of Academy of Learning.

Launch 40

Launch Hospitality Entertainment Manufacturing 40

Closing Bigger

MARCH 21, 2009

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 Professionals Who Meet the Demands of Today’s Business World. Academy of Learning is pleased to announce the new Sales Professional Diploma program“ said Derek Hamill, President of LaunchLife International Inc., the franchisor of Academy of Learning.

Launch 40

Launch Hospitality Entertainment Manufacturing 40

Closing Bigger

MARCH 16, 2009

Many people talk about the sales pipeline. I have heard many people comment on the fact that they have a lot of business in the pipeline. When prodded further they can’t tell me how strong their relationship is with each client. Even fewer people have a method of measuring where they are at. You just can’t predict when a deal will close unless you have a handle on the relationship.

Pipeline 40

Pipeline Sales B2B Clients 40

Closing Bigger

MARCH 16, 2009

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 sales training is just that, it gives sales professionals more efficient approaches and processes to close deals. If you could pull together your sales team for three hours, give them just three things to implement that would increase their efficiency by even 5% your Return on Investment over the next

Sales 40

Sales Drivers/motivators B2B Closing 40

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

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.

Objection handling

Closing Bigger

MARCH 16, 2009

Many people talk about the sales pipeline. I have heard many people comment on the fact that they have a lot of business in the pipeline. When prodded further they can’t tell me how strong their relationship is with each client. Even fewer people have a method of measuring where they are at. You just can’t predict when a deal will close unless you have a handle on the relationship.

Pipeline 40

Pipeline Sales Clients B2B 40

Closing Bigger

MARCH 16, 2009

Many people talk about the sales pipeline. I have heard many people comment on the fact that they have a lot of business in the pipeline. When prodded further they can’t tell me how strong their relationship is with each client. Even fewer people have a method of measuring where they are at. You just can’t predict when a deal will close unless you have a handle on the relationship.

Pipeline 40

Pipeline Sales Clients Closing 40

Closing Bigger

MARCH 16, 2009

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 sales training is just that, it gives sales professionals more efficient approaches and processes to close deals. If you could pull together your sales team for three hours, give them just three things to implement that would increase their efficiency by even 5% your Return on Investment over the next

Sales 40

Sales Drivers/motivators Closing Process 40

Sales Gravy

MARCH 17, 2009

Many of my clients tell me that their sales team are made up of a bunch of service people or farmers.

Sales 40

Sales Clients Service Customers 40

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

Hospitality

Closing Bigger

MARCH 15, 2009

This video is from a seminar I delivered to the Vancouver Board of Trade on Selling and Succeeding in Turbulent Economic Times. A good portion of the seminar focused on how to use social media and social networking in the sales process. Your thoughts and feedback would be greatly appreciated The post Integrated Social Networking and The Vancouver Board of Trade appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence.

Networking 40

Networking B2B Sell Process 40

Closing Bigger

MARCH 15, 2009

This video is from a seminar I delivered to the Vancouver Board of Trade on Selling and Succeeding in Turbulent Economic Times. A good portion of the seminar focused on how to use social media and social networking in the sales process. Your thoughts and feedback would be greatly appreciated. The post Integrated Social Networking and The Vancouver Board of Trade appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence.

Networking 40

Networking B2B Sell Process 40

Closing Bigger

MARCH 15, 2009

This video is from a seminar I delivered to the Vancouver Board of Trade on Selling and Succeeding in Turbulent Economic Times. A good portion of the seminar focused on how to use social media and social networking in the sales process. Your thoughts and feedback would be greatly appreciated.

Networking 40

Networking Sell Process Sales 40

Sales Gravy

MARCH 6, 2009

Age has taught me not to argue, but to accept and respect the opinions and decisions of others no matter how misguided I think they may be. Nonetheless, their obstinate disposition got me to thinking about why some people make money and others don't.

40

40

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.

Retail

Sales Gravy

MARCH 8, 2009

In sales, we hate it when we've gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, "Well Victor, that sounds good; let me go ahead and think about it and get

Closing 40

Closing Sales Presentation Prospecting 40

Sales Gravy

MARCH 8, 2009

The key to success during a downturn, aside from surviving, is to further entrench yourself with your existing client base and at the same time look for ways to penetrate and position your product in your competitor's backyard.

Sell 40

Sell Clients Product 40

Closing Bigger

MARCH 2, 2009

Another great tip from Darcy, Gayle and Judy. I like this one. I don’t know how many times I’ve been at a function and someone has interrupted a great conversation. All three people can lose. Here’s what they have to say: Networking Interruptus. Here is a very typical networking situation: Sam and Salima are talking and someone comes over, interrupts, and proceeds to talk only to Sam.

Networking 40

Networking B2B Conversion Sell 40

Closing Bigger

MARCH 2, 2009

Another great tip from Darcy, Gayle and Judy. I like this one. I don’t know how many times I’ve been at a function and someone has interrupted a great conversation. All three people can lose. Here’s what they have to say: Networking Interruptus. Here is a very typical networking situation: Sam and Salima are talking and someone comes over, interrupts, and proceeds to talk only to Sam.

Networking 40

Networking Conversion Sell Sales 40

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.

High impact