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

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

Sales podcast by Shane Gibson focused on B2B Sales, Sales Leadership and Social Selling. Podcasting since 2005, author and professional speaker Shane Gibson established this sales, social selling and leadership podcast. Guests include Guy Kawasaki, Bruce Philp, and tech leaders such as Jon Ferrara. Your host Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 200,000 people on stages in North America, Southern Africa, India, Malaysia, Dubai and South America. He is in high demand as a keynote speaker on the topics of social social selling and digital transformation. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Salespeople in the World. He is also co-author of Real Results in a Virtual Economy - How to Future-Proof Your Business, Guerrilla Social Media Marketing, Sociable!, and Closing Bigger.

  1. 22 AUG

    AI Sales Podcast – AI on the Prize with Maximizer CRM

    An in depth discussion on AI for Sales Leaders with Keynote AI Speaker Shane Gibson and Mike Curliss, VP Sales Maximizer. In today’s sales leadership environment, the role of the VP of Sales has transformed significantly, driven by the broad application of technology, data, and AI. As AI continues to reshape the sales profession, sales leaders who harness its power strategically can gain a substantial edge over their competition. This blog post is a summary of this AI for sales podcast transcript. We talk about how sales leaders can leverage AI to boost their success, outlining the essential strategies, tools, and insights discussed in a recent podcast with Shane Gibson (that’s me) and Mike Curlis, VP of Sales at Maximizer CRM. Maximizer has a robust AI tools for sales leaders that they are presently rolling out. (Please note this post was written by humans and augmented with AI) Here’s the podcast summary: The Changing Role of Sales Leaders The VP of Sales role is no longer just about managing a sales team and driving revenue. Today’s sales leaders must be part CTO, part coach, and part strategist, navigating a complex environment that demands a deep understanding of technology, data, and human behavior. This shift in sales competency means that sales leaders need to be equipped with higher levels of technological intelligence (TQ) and emotional intelligence (EQ) to remain effective in their roles. Mike Curlis points out that sales leaders now face the challenge of integrating a proliferation of sales technologies into their processes. With AI becoming a key component of these tech stacks, the ability to effectively implement and utilize AI tools can make the difference between success and failure. However, the sheer volume of available tools and data can be overwhelming, making it crucial for sales leaders to be strategic in their approach. AI as a Game-Changer in Sales Leadership AI SaaS companies and consulting firms are aggressively promoting the technology as a powerful tool that can significantly enhance the effectiveness of sales leaders. The question is “Is AI living up to the sales tech hype?” According to Forrester Research, sales leaders who effectively employ AI are twice as likely to hit their quota compared to those who do not. Moreover, AI-powered CRM systems can increase win rates by 20-25%, while non-AI users spend 20-40% more time on administrative tasks. But how exactly does AI contribute to these impressive gains? The answer lies in AI’s ability to automate routine tasks, provide deep insights, and enable more informed decision-making. By leveraging AI, sales leaders can free up time to focus on high-impact activities like coaching their teams, building relationships with key clients, and developing long-term strategies. How Maximizer CRM Equips Sales Leaders with AI Tools Maximizer CRM is at the forefront of integrating AI into sales processes, offering tools designed specifically to empower sales leaders. Here’s how Maximizer CRM is presently equipping sales leaders with AI (some of these functions are part of their roadmap and others are fully deployed): * Exception Reporting: AI identifies what’s moving and what’s not in your sales pipeline, surfacing critical information that allows sales leaders to tak...

  2. 19 JUL

    Channel Sales Podcast: Unveiling the Secrets to Effective IT and Channel Sales Training: A Conversation with Julian Lee

    I’m excited to share insights from my recent interview with Julian Lee, Publisher of echannelnews. We delved into IT sales training and Channel Sales Training, discussing the strategies that help sales development programs that help move the sales needle in the right direction. Here’s a comprehensive summary of our conversation, packed with actionable insights and top takeaways – please note that this post is based upon the podcast transcript and was written with the assistance of AI and humans! I am going to be delivering a new keynote on AI for Business Growth at the next ChannelNext West Conference in Whistler, British Columbia on October 21st and 22nd 2024. Here’s the sales podcast summary: The Importance of Coaching in Tech Sales One of the key topics we touched upon was the critical role of coaching in sales. Coaching is not just about auditing or ensuring compliance with KPIs; it’s about sitting next to your sales reps, listening to their conversations, and guiding them on how to seize opportunities they might miss. This hands-on, side-by-side approach can transform average performers into sales stars. Without this, even the best sales training programs can fall short. Teaching Traditional and Modern Sales Techniques Julian and I discussed the evolution of sales techniques. While traditional methods like objection handling and closing strategies are still relevant, today’s sales environment demands more. Authenticity, empathy, and uncovering the truth behind a customer’s objections are crucial. Selling cybersecurity exemplifies this; if you’re not truthful with your customers, you’re not only risking the deal but also their trust and security. Hybrid Sales Training Approaches In our discussion, we highlighted the effectiveness of hybrid training models. These combine self-directed learning with in-person coaching. Online sales courses with quizzes and implementation documents, followed by in-person sessions, ensure better retention and application of knowledge. This method is especially effective in IT sales training, where continuous learning and adaptation are vital. The Role of Technology and AI in Sales Technology plays a pivotal role in modern sales training. Tools that automate processes, prioritize leads, and provide customer insights allow salespeople to focus on what they do best – selling. However, while technology equips us with powerful tools, the differentiator remains our people skills. AI and automation are now ambient, but the human touch in sales is irreplaceable. Embracing Empathy and Authenticity in Sales Empathy and authenticity are not just buzzwords; they’re essential for building lasting relationships with clients. Teaching these values starts within the company. Sales leaders must create an empathetic environment that reflects in their team’s interactions with clients. Role-playing exercises and holding space without judgment are effective ways to cultivate these skills. Overcoming Common Sales Objections A common objection to sales training is time. Companies often struggle to take their sales teams offline for training.

  3. 21 MAY

    AI Podcast – Collaborating with AI to Enhance Human Capabilities in Sales and Marketing

    This is episode 2 of 3 for the “AI and EI for Business Success” series with Keynote AI Speaker and sales author Shane Gibson and Nick Usborne of Nickusborne.com and BeMoreHuman.ai. This podcast is formatted as a collaborative discussion where we delve into the integration of artificial intelligence (AI) and emotional intelligence (EI) in business. You can find episode 1 here: “The Marriage of AI and Messy Humans.“ In this episode, we focus on the concept of collaborating with AI, exploring how it can augment human capabilities rather than replace them. We discuss practical applications, benefits, and strategies for effectively partnering with AI in various business contexts. This is a lengthy episode so with the assistance of AI (Vidyo.ai and ChaptGPT 4o) we pulled the top 10 takeaways from the podcast that you can expect to get from listening to the podcast: AI Podcast: Top 10 Key Points for Marketers and Sales Leaders: 1. Collaborating with AI to Enhance Human Capabilities AI should not be viewed as a replacement for humans but as an assistant or partner. This approach amplifies human effectiveness by taking on tasks that are time-consuming or challenging for humans, such as sentiment analysis and summarization. “AI is here to amplify our strengths, not replace us. It’s about creating an effective partnership where AI handles the grunt work, and we focus on the creative and strategic aspects.” – Shane Gibson 2. AI’s Role in Ideation and Judgment AI can assist in the ideation process by providing feedback on ideas. For instance, Bob Bly, a renowned copywriter, uses AI to evaluate the potential of promotional ideas, which helps him refine his concepts by removing biases and enhancing objectivity. “It’s fascinating how AI can be a sounding board for our ideas, offering an unbiased perspective that helps us refine and improve our concepts.” – Nick Usborne 3. Summarizing and Analyzing Large Sales and Marketing Data Sets with AI AI excels at summarizing large volumes of information quickly. Whether it’s a book, customer service transcripts, or interviews, AI can distill key points and insights, saving significant time and effort for humans. Both Adobe Acrobat and ChatGPT 4o are great tools to help you quickly summarize and pull out vital information from dense time consuming documentation. “Imagine the hours saved when AI summarizes a 300-page document in minutes. It allows us to focus on applying those insights rather than gathering them.” – Nick Usborne 4. Using Meta.ai for Sentiment Analysis for Marketing and Sales Sentiment analysis helps marketers and sales professionals understand customer emotions and feedback. By analyzing reviews and comments, AI can identify common sentiments and language used by customers, which can then be mirrored in marketing materials to enhance relatability and effectiveness. In the podcast Shane walks through Nick’s formula for uncovering sentiment from the voice of community on platforms like Facebook and Twitter using Meta.ai and then turning that sentiment into marketing content and campaigns. “By tapping into the emotional language of our customers,

  4. 15 MAY

    ChatGPT 4o Hosts Podcast and Interviews Shane Gibson, Keynote AI Speaker, on the Future of Sales

    As a podcaster, sales geek, and AI enthusiast, I am excited to share my first podcast where I have ChatGPT 4o host and interview me on my latest keynote, “AI and the Future of Sales.” That’s right… the guest host of this podcast episode is an AI. As a keynote speaker and author, I have been delivering keynotes on AI for sales since 2018 – 6 years ago I would not have conceived being interviewed by an AI for my own podcast as being possible in such a short time. Video: ChatGPT 4o Hosts Podcast and Interviews Shane Gibson, Keynote AI Speaker This is arguably one of the first times an artificial intelligence, specifically OpenAI’s ChatGPT-4o, has conducted a podcast interview – it’s definitely the first for a sales podcast. My goal with this pioneering approach was not only to showcase the capabilities of modern AI but also to show how we can creatively leverage technology in impactful ways as sales professionals. In this unique episode, I share with the interviewer (ChatGPT-4o) how AI is transforming sales, helping evolve skill sets required for success, and also dig into the future trends that will shape the industry. Here are the key takeaways from this interview: Will AI Help Sellers or Replace Them? AI will both help and replace sellers. It’s about leveraging AI to automate and augment our intelligence while doubling down on human skills, aptitudes, and creativity. If sales professionals focus on rote activities and administrative tasks, AI will replace them. However, those who embrace AI to enhance their capabilities will thrive. The Changing Sales Landscape I discussed the significant decrease in sales positions over the past few years. Despite fewer opportunities, these positions offer better pay for those who are qualified. This shift can be attributed to the convergence of trends, including AI and automation, multi-channel selling, and the growing need for technical skills. “The skill set that got us here is not going to be the skill set that gets us to where we want to go in our sales career.” – Shane Gibson Adapting to a Multi-Channel Approach Today’s buyers use over twenty channels to make decisions. I emphasized the importance of adapting to this multi-channel approach by understanding the nuances of each platform and leveraging AI tools to automate and optimize communication across these channels. “We are now looking at a 20-plus channel universe for a business-to-business buyer.” The Competency Map for Modern Sales Professionals In “Real Results in a Virtual Economy,” my co-author Denis Cauiver and I developed a competency map for modern sales professionals. Key competencies include: * Traditional Selling Skills: Rapport building, objection handling, and closing. * Right-Brain Sales Skills: Creativity, problem-solving, communication, and empathy. * Technical Intelligence (TQ): Understanding and utilizing technology, creative prompt writing, and curiosity about new tools. * Emotional Intelligence in Digital Platforms: Adapting communication styles to different channels. * Social Networking: Building community and adding value both online and offline.

  5. 9 MAY

    AI Podcast – The Marriage of AI and Messy Humans

    This week’s weeks podcast episode is part one of a podcast series on using AI and Emotional Intelligence for Business Success. Joining me is Nick Usborne from BeMoreHuman.ai. Unlike our regular sessions, these podcasts are a collaborative exploration rather than a conventional interview, focusing on how AI impacts sales and marketing through emotional intelligence. Our topic on this AI Podcast focuses on The Marriage of AI and Messy Humans and why the imperfect human element is vital for successful AI use in sales and marketing. As always, I’d like acknowledge that both the video and audio editing as well as some of the blog content you’re reading was created with the assistance of AI. Our Top 10 AI for Business Insights from Shane Gibson and Nick Usborne In this podcast we discussed a lot of AI implications, challenges and tactics for sales, marketing, and business. With that said here were the 10 big takeaways: * Leverage AI for Productivity, Not Replacement: Utilize AI to handle repetitive tasks, freeing up human creativity for strategic thinking and relationship building. This approach ensures that AI enhances rather than replaces human roles, leading to more effective and emotionally intelligent business practices. * Balance Automation with Human Insight: While AI can streamline processes and increase efficiency, it’s crucial to maintain a balance where human insight plays a key role. Emotional intelligence cannot be replicated by AI, making it essential for tasks requiring empathy and deeper understanding. * Be Transparent About AI Use: Transparency in using AI tools builds trust with customers. Clearly communicate when AI is being used, helping customers understand the context and ensuring they don’t feel deceived by thinking they were interacting with a human when it was AI. * Develop AI-Enhanced Personalization: Use AI to analyze data and personalize marketing and sales efforts without losing the unique voice of the brand. This helps in avoiding the “sameness trap,” where brands lose their distinctive appeal by relying too heavily on generic AI outputs. * Focus on Emotional Intelligence Training: Invest in developing the emotional intelligence of your team. This training helps in understanding and managing one’s own emotions and effectively responding to the emotions of others, which is critical in customer interactions. * Utilize AI for In-Depth Analysis: Employ AI for complex data analysis, allowing human workers to engage more in decision-making and strategic planning based on insights provided by AI. This partnership can lead to more informed and nuanced business strategies. * Encourage Human-AI Collaboration: View AI as a collaborative partner rather than just a tool. This mindset encourages ongoing interaction with AI systems to refine outputs and ensure they align closely with human expectations and business goals. * Guard Against Over-Automation: Monitor the extent of automation to prevent a reliance on AI that could detract from customer experience. Excessive automation, especially in customer-facing roles, can lead to a decrease in customer satisfaction and brand loyalty. * Promote AI Literacy Among Staff: Ensure that all team members understand the capabilities and limitations of AI. This knowledge empowers them to use AI more effectively and identify opportunities for its application within their specific roles. * Innovate Responsibly with AI: Always consider the long-term impacts of integrating AI into business practices.

  6. 22 APR

    AI for Sales Podcast – the Exponential Selling Mindset

    AI for Sales – The Power of an Exponential Mindset in Sales Organizations Most of my sales keynotes have been focused on AI over the past six months. There’s a huge interest in investing in AI sales tools but many organizations are missing the exponential sales mindset and organizational DNA required to truly benefit. A quick disclaimer: Parts of this sales podcast summary were written with the assistance of AI and then edited by me. In this sales podcast episode hosted by Shane Gibson (that’s me), w delve into the importance of this mindset in conjunction with AI technology. The exponential mindset itself is just as crucial as the technology when it comes to driving sales success. Linear Thinking vs Exponential Thinking in Sales Organizations There’s a big contrast between linear thinking and exponential thinking within sales organizations. While linear thinking revolves around improving customer satisfaction, exponential thinking is all about building customer communities and leveraging network effects. It also is often focused on growing in one direction incrementally versus expanding in multiple directions and channels at once. In the past this was of course a recipe for fragmented attention and sales disaster – today with AI sales tools this is possible. Here’s the Youtube version of this AI for Sales Podcast: Here are some of the key differences between linear and exponential sales strategies: * Market Approach: Linear companies market where the customer already is, while exponential companies leverage omni-channel expansion to seek out new and untapped opportunities. * System Management: Linear companies dedicate their efforts to building and managing systems, while exponential companies prioritize automation and scalability of systems. * Partnerships: Linear companies tend to form traditional industry partnerships, while exponential companies actively seek out uncommon alliances outside their usual channels. * Market Outlook: Linear companies anticipate market trends, whereas exponential companies seek to disrupt and create market change. * Sales Departments: Linear companies typically operate with siloed sales departments, while exponential companies foster a sales culture that permeates the entire organization. * Training: Linear companies focus on training individuals, while exponential companies prioritize collective team learning and sharing of best practices. * Evolution: Linear companies evolve incrementally, while exponential companies continually reinvent and disrupt themselves. * Decision-Making: Linear companies possess hierarchical decision-making processes, whereas exponential companies empower distributed decision-making across the organization. The Mindset and Behaviors of Exponential Sellers: * Differentiated Buying Experience: Exponential sellers focus on creating a differentiated buying experience, going beyond simply providing a better one. * Value per Customer Interaction: Exponential sellers prioritize adding more value per customer interaction, rather than simply making more calls. * Selling to the Entire Buying Network: Exponential sellers understand the importance of selling to the entire buying network, not just the decision maker. * Proactivity and Leadership: Exponential sellers take a proactive stance and lead the sales process, rather than simply reacting to customer inquiries.

  7. 22/09/2023

    Sales Podcast – Strategic Sales Performance Management

    This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Below you will find the video version of the podcast and an abridged version of the transcript. If you’re looking for a keynote sales speaker for your next sales conference you can contact us to book a quick discovery call. Sales Podcast – Keynote Sales Speaker Shane Gibson on Strategic Sales Performance [transcript begins] Transcript: I want to talk about strategic sales performance improvement today. Many of our sales performance improvements come down to tactics—slight shifts in interactions or key steps in our sales process. When I think of non-strategic sales performance improvement, I think of merely improving or increasing the numbers. Instead of focusing on numbers, orders, or specific tactics, I want to delve into how we can impact performance improvement within our sales team, ourselves, or individual salespeople by emphasizing a shift in our strategic thinking. I’ve identified three levers that can alter the way we think or approach the marketplace and consistently impact our overall sales performance. While in many cases we’re thinking tactically, I want us to transition into strategy. Strategy can also be influenced by tactics. For instance, if your organization aims to focus on larger accounts or more intricate, profitable deals, yet our salespeople still employ tactics suitable for the small to medium-sized industry, we won’t achieve our strategic result. This discrepancy shows how tactics can sometimes drive strategy. If we find ourselves able to close specific types of accounts due to the responsiveness of our marketing and sales processes, it might seem like that’s our ideal market. But often, it’s our tactics which target a specific segment. So, when we strategically consider new targets or opportunities or evolve our external perspective on clientele and brand, it’s vital to ensure our sales tactics align with our sales strategy shift. The three sales performance management levers I’ll focus on today are: * Business acumen building: What does a robust business acumen building system look like? Building acumen in our sales team can be a pivotal strategic shift in our sales performance. * A-Zone Pipeline Management: Those familiar with my seminars or podcasts know I discuss the A-zone or the 80-20 rule frequently. Here, I’ll delve deeper into how we can strategically approach our pipeline with an A-focused mindset and its effects on our sales productivity and performance. * In-between meetings: One area to enhance our performance, pipeline, referrals, deal size, and renewals is by systematizing and emphasizing what I term “in-between meetings”. These are value-added interactions over time with key accounts outside of and amidst the essential steps in the sales process. Building Business Acumen in Your Sales Team: Discussing the first lever—acumen developing system—what is a system? A system encompasses a process, methodology, technology, and accountability. A reliable system has a clear process, robust methodology for each step, is technologically driven,

  8. 13/09/2023

    Sales Podcast – 12 Non-Negotiable Sales Truths

    This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. This podcast digs into some of the core truths we have to live with and work within. Following is the podcast transcript and video: (Video) Keynote Speaker Shane Gibson on Non-Negotiable Sales Truths [Begin sales podcast transcript] Today, I want to talk about twelve non-negotiable sales truths. There are also twelve not-so-popular sales truths. When we discuss sales truths, one of the things we consider is our desire for success and what it means to be a successful sales professional. As sales professionals and sales leaders, we’re always seeking an advantage, trying to find a shortcut, and aiming to reduce the time it takes to move from point A to point B. However, in many instances, there are core sales truths and principles that can’t be sidestepped. They’re a reality if we aim for long-term success in sales. I will delve into these in today’s podcast. This is available on YouTube @Shane Gibson. Clips/reels will also be shared on Shane Gibson’s Instagram (@ShaneGibson), as well as @ShaneGibsonLive on TikTok. You can of listen to Shane Gibson’s Sales Podcast on platforms ranging from Spotify to Apple Podcasts and many others. (Please note that Truth #9 was omitted in the podcast and added to the text below) Let’s dive into these twelve non-negotiable sales truths. Sales Truth #1 – You can never be too busy to prospect and work your funnel. It’s crucial to understand that you can never be too occupied to prospect and manage your funnel. Prospecting is an investment for our future that we must consistently make. Often, I’ve observed (and experienced in my business) professionals getting overwhelmed with inbound tasks, client service, meetings, administrative duties, and other work commitments. We sometimes forget that prospecting is our lifeline. Part of this oversight is because results from prospecting aren’t immediate, especially with sales cycles ranging from three weeks to six months. However, top performers who secure deals regularly were consistently prospecting and maintaining their funnel weeks or even months prior. It’s essential to set aside dedicated time for prospecting and funnel management. Sales Truth #2 – An inquiry is not necessarily a lead, regardless of their “sentiment.” An inquiry doesn’t always equate to a lead, no matter the sentiment behind it. It’s easy to get overly enthusiastic about someone filling out a form. Still, the debate between sales and marketing teams regarding what constitutes a marketing-qualified or sales-qualified lead is ongoing. Merely because someone shows interest or belongs to a targeted company doesn’t mean they’re a genuine lead. Various other factors determine an ideal prospect. Therefore, before adding someone to the funnel, ensure they meet the qualification criteria. Sometimes, an immediately available person isn’t the right fit. By effectively filtering these inquiries, we can focus our energies on filling the funnel with the right prospects. Sales Truth #3 – Discovery is much more than just as...

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About

Sales podcast by Shane Gibson focused on B2B Sales, Sales Leadership and Social Selling. Podcasting since 2005, author and professional speaker Shane Gibson established this sales, social selling and leadership podcast. Guests include Guy Kawasaki, Bruce Philp, and tech leaders such as Jon Ferrara. Your host Shane Gibson is an international speaker, and author on social media marketing, social selling and sales performance who has addressed over 200,000 people on stages in North America, Southern Africa, India, Malaysia, Dubai and South America. He is in high demand as a keynote speaker on the topics of social social selling and digital transformation. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Salespeople in the World. He is also co-author of Real Results in a Virtual Economy - How to Future-Proof Your Business, Guerrilla Social Media Marketing, Sociable!, and Closing Bigger.

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