Closing Bigger

AUGUST 29, 2009

Over the past 16 years I have done a lot of speaking on stages in Canada, USA, Southern Africa and South America. In the past 36 months more and more of my speaking, training and writing has been focused on social media and how it integrates (or doesn’t) with sales process and strategy. I have put together a 7 minute video with some excerpts from a recent seminar I did in Santiago Chile for Seminarium ( and Bogota next month ) on social media for sales organizations.

Sales 52

Sales B2B Growth Sell 52

Sales Gravy

AUGUST 25, 2009

Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they will do business with you. So, how do you build relevant rapport?

Prospecting 40

Prospecting 40

Closing Bigger

AUGUST 29, 2009

'Over the past 16 years I have done a lot of speaking on stages in Canada, USA, Southern Africa and South America. In the past 36 months more and more of my speaking, training and writing has been focused on social media and how it integrates (or doesn’t) with sales process and strategy. I have put together a 7 minute video with some excerpts from a recent seminar I did in Santiago Chile for Seminarium ( and Bogota next month ) on social media for sales organizations.

Sales 52

Sales Growth Process 52

Closing Bigger

AUGUST 13, 2009

'Common Questions About a Tweetup. What is a Tweetup? A Tweetup is: A gathering of people who use Twitter. It can be a general geographic Tweetup like a Tweetup of people in Vancouver. It can be a Tweetup for a cause where Twitter friends organize a get together to do something for the community. It can be topical such as a Tweetup for martial artists, cyclists or people who are in the social media scene.

Tradeshows 49

Tradeshows Sports Promote Networking 49

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Closing Bigger

AUGUST 25, 2009

'Here are a selection of Tweets (Twitter Updates) I recently shared on Twitter (via @shanegibson ). I’ve put them all in one place as a brief social media tip digest. Social Media Tips: Unique, brief sound bytes produced consistently can yield great results. Once in a while ask your FB and Twitter friends for help. See who steps up. This will tell you a lot.

Territory 45

Territory Niche Networking Promote 45

Closing Bigger

AUGUST 29, 2009

Over the past 16 years I have done a lot of speaking on stages in Canada, USA, Southern Africa and South America. In the past 36 months more and more of my speaking, training and writing has been focused on social media and how it integrates (or doesn’t) with sales process and strategy. I have put together a 7 minute video with some excerpts from a recent seminar I did in Santiago Chile for Seminarium ( and Bogota next month ) on social media for sales organizations.

Sales 40

Sales B2B Growth Sell 40

Closing Bigger

AUGUST 25, 2009

Here are a selection of Tweets (Twitter Updates) I recently shared on Twitter (via @shanegibson ). I’ve put them all in one place as a brief social media tip digest. Social Media Tips: Unique, brief sound bytes produced consistently can yield great results. Once in a while ask your FB and Twitter friends for help. See who steps up. This will tell you a lot.

Territory 40

Territory Niche Networking Promote 40

Sales Gravy

AUGUST 24, 2009

Before anyone purchases something of significant value these days, they scour the Internet for information about the product, the company, the competitors and yes, THE SALES PERSON. That's You! Don't believe it?

Product 40

Product Sales 40

Sales Gravy

AUGUST 21, 2009

What is a leader? Leaders are people who empower others to do seemingly impossible things, whether individually or as part of a group. They help people see issues and opportunities they would not normally see themselves.

40

40

Sales Gravy

AUGUST 21, 2009

Selling is about digging in and working with customers to help them see needs they didn’t realize they had. It’s about helping customers see how the solution for which they are looking can be found in what you are offering.

Service 40

Service Customers Sell 40

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

Retail

Sales Gravy

AUGUST 19, 2009

THE PROBLEM “I’m sorry, I’m out of my office. Would you please leave your name and number and I’ll return your call as soon as I can.” How many of us are still waiting for our reply?

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40

Sales Gravy

AUGUST 19, 2009

Who wants to hear one more example of what they've been doing wrong? It's stressful for you and your customers when you focus only on the negative outcomes of what you're doing.

Customers 40

Customers 40

Sales Gravy

AUGUST 20, 2009

There's one type of customer that many salespeople lack on their target lists. Salespeople can work so hard at selling that they forget about creating this unique sales relationship. It's a proven method for accelerating career success.

Sell 40

Sell Customers Sales 40

Sales Gravy

AUGUST 19, 2009

How do you show your customers you appreciate them? Lunches are fine, but everyone does them. What else could you do that sets you apart that also builds rapport with your customers?

Sell 40

Sell Customers 40

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Promote

Sales Gravy

AUGUST 17, 2009

Having difficulty making call objectives for a sales call is a sign you’re in trouble. Your job is to bring value to your customers. Another greeting by a smiling face is not a source of value.

Customers 40

Customers Sales 40

Sales Gravy

AUGUST 14, 2009

Enter with an open mind, ready to hear what your customer has to say about his business and job. Even though we know what we want to say in our selling message, we have to be flexible and respond to what our customers tell us.

Sales 40

Sales Sell Customers 40

Closing Bigger

AUGUST 13, 2009

Common Questions About a Tweetup What is a Tweetup? A Tweetup is: A gathering of people who use Twitter It can be a general geographic Tweetup like a Tweetup of people in Vancouver It can be a Tweetup for a cause where Twitter friends organize a get together to do something for the community It can be topical such as a Tweetup for martial artists, cyclists or people who are in the social media scene It’s about the fact that when we get offline and meet in person it cements relationships and buil

Tradeshows 40

Tradeshows Sports Promote Networking 40

Sales Gravy

AUGUST 13, 2009

When did the competition begin building a better sales organization than your company? Before you harvest their crop, consider these five myths when hiring your competitor's sales people.

Sales 40

Sales 40

Advertisement

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.

Pipeline

Sales Gravy

AUGUST 13, 2009

Every company thinks they are in an industry that is so unique and has so many nuances that the hire must have industry background. This is a scary approach! If that's the feeling in the company, there is a much bigger issue that they face.

Sales 40

Sales 40

Sales Gravy

AUGUST 11, 2009

Executives and sales managers often lament that while they can quickly tell us how much they’ve spent on training their sellers in a given quarter or year, pointing to actual behavior changes and sales increases is not always as easy.

Sales 40

Sales 40

Sales Gravy

AUGUST 11, 2009

I was overly confident that all thinking people would make the same decisions as me. But, the truth is that people's experiences and values are the lenses through which they view life and it makes their perspective a distinction shared by none.

40

40

Sales Gravy

AUGUST 11, 2009

Sales can be a cruel teacher. But, if you present yourself as a business person who is there to serve and ask all the right questions you will learn what you need to do in order to earn the business for next time.

Presentation 40

Presentation Sales 40

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.

Price

Sales Gravy

AUGUST 10, 2009

So many people still ask me what the secret to successful goal setting is, so I thought I’d share with you one of the basic principles of goal setting. The most effective way to set goals is to start by using the SMART principles of goal setting.

40

40

Closing Bigger

AUGUST 8, 2009

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 job, getting to share my ideas and passions with people from all over the world. The seminar company’s Colombian office sent me these questions that they will be using as part of their marketing package for the event.

Real Estate 40

Real Estate CRM Clients Contact 40

Closing Bigger

AUGUST 8, 2009

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 job, getting to share my ideas and passions with people from all over the world. The seminar company’s Colombian office sent me these questions that they will be using as part of their marketing package for the event.

Real Estate 40

Real Estate CRM Clients Contact 40

Closing Bigger

AUGUST 8, 2009

'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 job, getting to share my ideas and passions with people from all over the world. The seminar company’s Colombian office sent me these questions that they will be using as part of their marketing package for the event.

Real Estate 40

Real Estate CRM Clients Contact 40

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.

Contact

Closing Bigger

AUGUST 6, 2009

Tuesday August 11th 2009 1:00 PM EASTERN How Social Media is Turning Sales and Marketing Upside-down It’s not who you know but who knows you in today’s hyper-connected marketplace. The consumer now owns your brand, and in order to profit from this new dynamic, we need a solid strategy and set of principles to engage the marketplace. Understanding the role social media and social networking play in this new dynamic, is paramount to our future success as sales professionals, marketers,

Real Estate 40

Real Estate Niche Networking Represent 40

Closing Bigger

AUGUST 6, 2009

Tuesday August 11th 2009 1:00 PM EASTERN. How Social Media is Turning Sales and Marketing Upside-down. It’s not who you know but who knows you in today’s hyper-connected marketplace. The consumer now owns your brand, and in order to profit from this new dynamic, we need a solid strategy and set of principles to engage the marketplace. Understanding the role social media and social networking play in this new dynamic, is paramount to our future success as sales professionals, marketer

Real Estate 40

Real Estate Niche Networking Represent 40

Closing Bigger

AUGUST 6, 2009

'Tuesday August 11th 2009 1:00 PM EASTERN. How Social Media is Turning Sales and Marketing Upside-down. It’s not who you know but who knows you in today’s hyper-connected marketplace. The consumer now owns your brand, and in order to profit from this new dynamic, we need a solid strategy and set of principles to engage the marketplace. Understanding the role social media and social networking play in this new dynamic, is paramount to our future success as sales professionals, markete

Real Estate 40

Real Estate Niche Networking Represent 40

Closing Bigger

AUGUST 4, 2009

Social Media Training Events This Month: Reachd training founded by Stephen Jagger (co-author of Sociable! ) is putting on several great courses on everything from online video, to social media, search engine marketing training. Use the discount code CLOSINGBIGGER when you register. Training in Wichita Kansas August 13th – “Market Like a Sniper with Adwords ” Learn to use Google Adwords to promote your business and test your marketing strategy More details about the Adwords Cla

Promote 40

Promote Engineering B2B Growth 40

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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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