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When dealing with inputting systems into a company what is your thoughts on being trained? Some consider that because they are computer literate they shouldn't need training because a system should be easy to use... I agree, which is why training should be about using the system to help improve your sales process, practices and methodologies Read More

A good listening strategy needs to part of a complete questioning approach to sales. Read More

Today's social media podcast is on Integrating Social Media into Your Sales and Marketing Process. I will discuss the Social Media Matrix that Stephen Jagger and I developed for Sociable! as well as the 7 Steps to Strategic Engagement and Integration which are: 1. Identify Your Goal 2. Identify Your Target Audience 3. Pick the Right Read More

Sales presentations should be all about the client - not you. Read More

As some may already know, I was once upon a time social media sceptic. While I could see a distant value in using these tools, I remained unconvinced as to how an old fashioned sales gun like me - could generate real B2B sales using social media. If I was sceptical about social media in general, I was entirely sceptical about Twitter. It appear Read More

There are many macro and micro reasons people buy products and services, but the overarching reason people buy is Read More

A common problem many professional firms face is overly relying on only one approach to business development. They focus all their efforts on word-of-mouth & referrals, or on networking, or on responding to tenders/RFPs. Typically, the basket they keep all their eggs in is the one they are the most comfortable with: it's worked for them before, th Read More

Who is LinkedIn listening to for new ideas? I am still scratching my head over the decision to add subgroups. I think there are so many other group management tools that need to be added before a subgroup option becomes valuable. Here is my list of 6 ways to improve LinkedIn groups! Read More

Selling to executives is not always easy, but is straight forward and rewarding in a number of ways beyond just revenue. Read More

This is a collection of Tweets (posts I put out on twitter via @shanegibson) from the past couple of weeks . They are social media tips under 140 characters in length. (last weeks social media tips can be found here) Some of these tips have been passed on dozens of times but I wanted to make sure they stayed permanently available by posting the Read More