72 episodes

How to profit and prosper with social media marketing, social selling and time tested winning sales strategies. In 2005 author and professional speaker Shane Gibson established this sales, social selling and leadership podcast focused on senior business leaders. Guests on this show include Guy Kawasaki, Bruce Philp, and leading marketers such as Danny Brown and Jessica Northey. Your host Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 100,000 people on stages in North America, Southern Africa, India, Malaysia and South America. He is in high demand as a keynote speaker on the topics of social media and sales performance. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World. Shane is co-author of Guerrilla Social Media Marketing, Sociable!, and Closing Bigger. Co-authored with Jay Condrad Levinson, Stephen Jagger and Trevor Greene respectively.

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

    • Careers

How to profit and prosper with social media marketing, social selling and time tested winning sales strategies. In 2005 author and professional speaker Shane Gibson established this sales, social selling and leadership podcast focused on senior business leaders. Guests on this show include Guy Kawasaki, Bruce Philp, and leading marketers such as Danny Brown and Jessica Northey. Your host Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 100,000 people on stages in North America, Southern Africa, India, Malaysia and South America. He is in high demand as a keynote speaker on the topics of social media and sales performance. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World. Shane is co-author of Guerrilla Social Media Marketing, Sociable!, and Closing Bigger. Co-authored with Jay Condrad Levinson, Stephen Jagger and Trevor Greene respectively.

    The Right Brained Sales Revolution (Podcast)

    The Right Brained Sales Revolution (Podcast)

     

    Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. I believe that most sales jobs today will be completely automated or at least partially automated and assisted by AI within the next 36-48 months. In order to survive and prosper sales professionals will need to make themselves indispensable with right brain (creative, innovative, non-linear) sales skills, competencies and behaviours.

    In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution:



    * If you commodify your clients they will commodify you

    * Don’t aim to fit the sales culture, aim to be indispensable

    * If it’s predictable, duplicable and repetitive it will be automated

    * People skills eat sales hacking skills for breakfast

    * Stop doing the wrong things better

    * Relationships scale sales followers don’t

    * Left brain qualifies the buyer, right brain qualifies the seller

    * No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up



    In addition to this I discuss 27 Right Brain Sales Skills:



    * Rapport Building

    * Listening

    * Social Intelligence (Sales EQ)

    * Presentation Skills

    * Objection Handling Skills

    * Negotiations

    * Hobnobbing

    * Online social interaction and engagement

    * Innovating

    * Problem Solving

    * Detecting Lies

    * Reading and Adjusting for Style

    * Contextualizing Offers and Solutions

    * Breaking the Rules

    * Humour

    * Giving

    * Managing Complex Business Relationships (Selling to multiple stakeholders)

    * Phone Skills

    * Dealing with Upset Customers

    * Motivating Team Members

    * Going Off Script

    * Needs Analysis Selling / Discovery Selling

    * Authentic Relationship Development (NOT ABM or lead nurturing)

    * Content creation

    * Networking in Real Life

    * Curious Prospecting (Motivated lateral thinking)

    * Personal Branding and Reputation Building



    In the podcast I wrap it up talking about “Why you want right brained sellers on your team:”



    * They are proactive, not reactive button pushers

    * They are action not entitlement focused

    * They are adaptable

    * They improve products and processes

    * The lead customers versus take orders

    * They close more business

    * They grow accounts through focused relationship and credibility building

    * They use technology but are driven by principles

    * They come with a network and credibility (from their past successes)



    I hope you enjoy this podcast and find it thought provoking and useful. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

    Photo credit Jejimenejlc

    • 28 min
    Sales Questions that Close Deals

    Sales Questions that Close Deals

    The Art of Asking Questions that Close Sales

    Today’s podcast is about how to use questions to close the deal. It’s not about gimmicky questions or easy closing techniques, it’s actually about using needs analysis selling to build rapport, deepen understanding from both parties and establishing genuine trust. While many “disruptive” sales techniques today want to show you how to hack your way to sales success the art of asking questions is still a very high paid sales skill that will still be in style decades from now. In this podcast you will learn:



    * How to elevate yourself from order taker or pitch artist to trusted advisor

    * Three powerful questions every needs analysis needs to include

    * The one thing that will increase sales conversions that most people fail to do after a customer conversation

    * Tips on how to build a client needs assessment that flows like a natural conversation



    About Your Podcast Host Shane Gibson



    Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 100,000 people on stages in North America, Southern Africa, India, Malaysia and South America. He is in high demand as a keynote speaker on the topics of social media and sales performance. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World.

    Shane Gibson’s profile on LinkedIn

    Shane Gibson is the author of Closing Bigger: The Field Guide to Closing Bigger Deals, Sociable! a book about how social media is turning sales and marketing upside down and Guerrilla Social Media Marketing. He is also a certified Master Trainer and contributing author in the Complete Sales Action System™, and it’s supplementary program Managing Complex Business Relationships.

    Scrabble Photo Image Credit speedpropertybuyers.co.uk/

    • 19 min
    Podcast Interview: Anthony Iannarino on “The Only Sales Guide You Will Ever Need”

    Podcast Interview: Anthony Iannarino on “The Only Sales Guide You Will Ever Need”

    I had the opportunity to interview Anthony Iannarino on his new book “The Only Sales Guide You Will Ever Need,” we can even cover how he went from Metal Band rock band artist so top producing sales leader and author. Anthony is also the founder of “The Sales Blog,” one of the world’s top ranked sales blogs in the world.

    Some of the topics we cover in the interview include:



    * Sales management

    * Sales coaching

    * Sales automation

    * Social selling

    * Sales process

    * Sales leadership and more…



    You can learn more about Anthony Iannarino here and more about “The Only Sales Guide You Will Ever Need here.”

     

    • 35 min
    Podcast Interview: Millionaire Marketing on a Shoestring Budget with Debra Jason

    Podcast Interview: Millionaire Marketing on a Shoestring Budget with Debra Jason

    Today’s podcast guest is Debra Jason author of Millionaire Marketing on a Shoestring Budget. I met Debra at the Guerrilla Marketing Global Summit last year and have been following her updates and insights ever since. In this interview we talk about low budget yet highly effective approaches to marketing you and your business. Some of the key areas we focus on in the interview with Debra are:



    * Social media marketing

    * Press Releases

    * Public Speaking and Seminar Selling

    * Copy Writing

    * + Many more insights on Millionaire Marketing on a Shoestring Budget



     

     

    • 36 min
    12 Apps and Sales Hacks Free Ebook + Podcast on #SocialSelling

    12 Apps and Sales Hacks Free Ebook + Podcast on #SocialSelling

    Last month I released my new ebook “12 Apps and Hacks for Sales and Social Selling” and have now decided to also publish the audio version as a free podcast. My hacks and apps for sales and social selling include:



    * Nimble CRM

    * Socedo

    * Twitter Video

    * Blab

    * Google Hangouts and Zoom

    * Click Funnels and Unbounce

    * Sidekick and Yesware

    * Camtasia and Screenflow

    * Slideshare

    * IFTTT (If This Then That)

    * Slack (public channels)

    * IRL



    If you want the full ebook for free just enter your email below and I will send to you instantly! (scroll down to see the slide deck as well)



     Enter your details below and we will email you the book instantly!









    12 Amazing Apps and Hacks for Sales and Social Selling from Shane Gibson

    • 43 min
    Podcast Interview with Sanjay Mehta, Joint CEO of Mirum India – Social Media Agency

    Podcast Interview with Sanjay Mehta, Joint CEO of Mirum India – Social Media Agency

    Today’s podcast is an interview with Sanjay Mehta, Joint CEO of Mirum India. The digital space in India represents over 300 million connected citizens and 100 million active social media accounts. In 2012 when I was in India speaking at the World Brand Congress I met Sanjay Mehta who at the time was CEO and Co-founder of Social Wavelength. Since then they have grown to over 170 staff and were recently acquired by Mirum (becoming Mirum India).

    As a social media trail blazer and digital marketing thought leader Sanjay Mehta offered a wealth of insights into social media and major trends that will impact us in 2016 and beyond. Some of the key topics covered in this podcast were:



    * The digital marketing landscape in India

    * Best practices and creative social media campaigns

    * How digital transformation can revive traditional industries

    * How social media monitoring can be used for deep insightful business intelligence



    You can follow Sanjay Metha on Twitter at @sm63 or visit Mirum India here to learn more

    • 56 min

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