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

This weeks sales podcast is part 2 of a 3 part series on presentation skills in the boardroom. This entry is focused on adressing the various buyer and learner styles we will encounter when doing sales presentations.

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.

This weeks sales podcast is on presentation skills and their importance in the boardroom when pitching potential clients. This is part 1 of a 3 part podcast series on the topic.

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.

[Download Part 3 of the March 28 Closing Bigger Sales Podcast MP3]

Part 2 of the radio interview

This weeks Podcast has been broken down into five parts. You can either download them directly or subscribe by using one of the many sales podcast feed options on the right navigation bar. This interview was originally done in February 2006 on 650 CISL with Alanna Fero and Minto Roy with Careerstoday and PCMG Canada.

The focus of the interview was on:

– How to close bigger deals and clients

– What sales as a career choice has to offer

– Selling for non-sales types

– How to hire top sales people

– and the role of mentorship in developing top sales people

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail [email protected] or call 604-351-2328.  For more information on in depth mentorship and personality style assessments visit http://www.kbitraining.com/mentorshipguide.html

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Today’s sales Podcast is focused on prioritizing our efforts as leaders and mentors when we are developing our sales people to big deal closer status. Many of us spread ourselves too thin with too many people and often invest too much time in the weaker members of our sales team.

If you truly have 3 hours a week to for your mentorship program you need to invest that time and your knowledge and insight with the right people. Many mentorship and development programs get abandoned by the leadership in an organization because they get disenchanted with the results.

This Podcast will focus on mentoring the team members who will give your organization the biggest return on investment.

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail [email protected] or call 604-351-2328.  For more information on in depth mentorship and personality style assessments visit http://www.kbitraining.com/mentorshipguide.html

In closing big deals a lot of us tend to be big thinkers, yet it is in the details that the deal is sometimes made or lost. As we chase the dream sometimes we forget to assemble a support team to help us get the deal done.

One of these people that we need on our side is a good lawyer. Today’s sales podcast for the Closing Bigger Sales Blog is a brief excerpt from our book Closing Bigger the Field Guide to Closing Bigger Deals. It is focused on the importance of having a good lawyer on your team (early on).

Think Big and Closing Bigger!

Shane Gibson

Author of Closing Bigger the Field Guide to Closing Bigger Deals

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail [email protected] or call 604-351-2328.  For more information on in depth mentorship and personality style assessments visit http://www.kbitraining.com/mentorshipguide.html

This weekend I did a seminar for the Vancouver Board of Trade’s Leadership Forum for their Leaders of Tomorrow program. LOT is a mentorship program designed to build capacity in new graduates from Post Secondary Institutions like Sauder Business School and BCIT. Also for those who wanted to know about my weekend sales bootcamps this month and next month you can visit the Professional Sales Academy.

I was asked to address the topic of entrepreneurial leadership, particularly for young entrepreneurs. I focused on the following:

– Vision

– The five levels of leadership

– Influence and engagement

– Your personal entrepreneurial network

Upon the request of the attendees from the session I have provided a Podcast (MP3 Audio) summary of the seminar and the hand-outs in PDF format. The summary has more of a sales focus in the Podcast in an attempt to maintain relevancy for my regular visitors.

Following are the files:

entrepreneurial_leadership PDF Download

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail [email protected] or call 604-351-2328.  For more information on in depth mentorship and personality style assessments visit http://www.kbitraining.com/mentorshipguide.html

Shifting your mentorship style as a sales manager will maximize your effectiveness in developing great salespeople and eventually big deal closers.  Each person has unique way of learning and getting motivated. As foundational step understanding the personality styles of the people you manage, lead, and mentor is imperative.

In today’s sales podcast Shane Gibson will address the four major personality styles and how we can more effectively mentor and lead them to the level of rain maker or big deal closer.

Shane Gibson is President of Knowledge Brokers International Systems Ltd. and author of Closing Bigger the Field Guide to Closing Bigger Deals and High Impact Mentorship – The Transformational Mentor’s Field Guide. e-mail [email protected] or call 604-351-2328.  For more information on in depth mentorship and personality style assessments visit http://www.kbitraining.com/mentorshipguide.html

Today’s sales podcast by Shane Gibson is focused on the importance of value added frequency in closing big or complex sales. You can download the file directly or subscribe to the podcast by choosing one of the many options on right hand navigation bar of this blog.

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.