Shane Gibson's Sales Podcast – Social Selling – B2B Sales and Influence

This podcast entry has been sponsored (donation MSMF charity) by Kristine Heckman of lifemark.ca (Ontario).

This podcast is on how to run effective sales meetings.

This is blogathon entry number 30 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

This is part 3 of the 3 part guest podcast with Fred Shadian on Peak Performance.  This podcast discusses how to overcome failure through the power of focus and the discipline of life long learning.  Thanks Fred for your donation to the MSMF foundation.

This is blogathon entry number 25 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

This is part 2 of the 3 part series on Peak Performance with Fred Shadian.  This podcast discusses how peak states of energy and well managed energy can influence our level of success in sales and in life.

This is blogathon entry number 24 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

This Podcast and Blog Entry is sponsored (donation made to the MSMF) by Fred Shadian of Cyclone Fighting Arts.  Instead of submitting a question I asked Fred if I could interview him on peak performance and his new topic of breaking through performance plateaus.

This sales podcast is focused on how to prioritize an invest in our staff for maximum ROI as an organizational leader.

This is blogathon entry number 21 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

This past Monday at our Sales Performance Meetup (a free networking event for sales professionals in Vancouver) we had an awesome guest speaker Fred Shadian talk about breaking through our plateaus in business and in our personal life.  Fred has 3 black belts and has studied peak performance for two decades.  Raul a local Vancouver Blogger has written a fantastic summary of the Sales Performance Meetup (follow this link).

I have provided you with a brief 13 minute audio sales podcast of the topic discussed.

Sales Performance Meetup

Click here to check out

The Vancouver Sales Performance Meetup!

Today’s sales podcast is Part 3 of 3 of the Complex Sales Training Podcast Series.  This series is based upon Knowledge Brokers International’s Managing Complex Business Relationships Program(PDF Link).  A three day intensive complex sales and business relationship development training program and system for key account and enterprise sales people.

The focus of the Complex Sales Training Podcast part 3 is on measuring and progressing our level of relationship development with our key accounts and understanding how that impacts our success in navigating large, complex and long sales cycle deals.

This program is now formatted and compatible for your iPhone!

The Complex Sales Training Podcast series part 2 is focused on understanding the motivations and strategic situations and circumstances that affect how the Power Players or major stakeholders in your target companies make decisions (or won’t make decisions).

Complex sales is about 90% preparation and 10% perspiration. It’s not just about a pitch in the boardroom, complex sales people, or simply put people who are masters at closing bigger deals strategically map out their process and the battle field (so to speak).

Please have a listen to my podcast and post any comments or questions so I can address them in Part 3 of the Complex Sales Podcast Series.

Complex Sales Training Podcast by Shane Gibson – Copyright 1999-2008 Knowledge Brokers International Ltd.

Today’s podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships.

This complex sales podcast introduces you to the process by first defining what complex sales is and then moves into

part 1.  In Part 1 of the Complex Sales series we are introduced to the 6 major Power Players in a Complex Sale or complex business relationship: The Navigator, The Ruler, The User, The Protector, The Contributor and The Opposer.

Definition of Complex Sales (From Wikipedia):

Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers. Complex sales involve long sales cycles with multiple decision makers. Multiple stakeholders and stakeholder groups contribute to every complex sale.

Any product or service may become a complex sale. In some instances a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision…

…often the sales person is required to have a set of skills that are more in line with a subject matter expert or consultant than a traditional sales person. This type of sales person can often be referred to as a Key Account Executive or Complex Sales Executive. (Full Definition here.)

The next few podcasts will hopefully help you develop an understanding of what core skills and strategies will be required to navigate and close complex sales.

Today’s sales podcast was recorded in studio at Careers Today radio show on 1040 CFUN here in Vancouver. The Host Minto Roy interviewed me on the topic of sales performance systems, training, coaching, and of course closing bigger deals and landing larger clients.

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Get focused, think bigger, and close bigger!

Shane Gibson

This sales podcast is presented by Shane Gibson.

Shane Gibson is the author of Closing Bigger the Field Guide to Closing Bigger Deals and President of Knowledge Brokers International Systems Ltd. a leading sales performance and leadership development organization. Shane divides his time between his entrepreneurial projects, speaking at major conferences and mentoring salespeople and entrepreneurs.

Quick Links:

Sales Training Canada

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Training South Africa

Sales Training Boot Camps Vancouver

Complete Sales Action System

Managing Complex Business

Relationships System