The Pipeline

NOVEMBER 22, 2021

Subscribe today , and take the Breakfast on the go! Mark Roberts is a senior-level sales and marketing leader with over 35 years’ experience driving profitable sales growth in market-leading organizations. He has done so at companies like Timken, Vantage Mobility, Gardner Denver, Mobility Works, and Frito-Lay. Mark is an author, public speaker, sales consultant sales trainer, and sales coach.

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Lead Rank Lead Scoring Hiring Sales Talent 173

The Pipeline

NOVEMBER 2, 2021

By Tibor Shanto. One of the hardest challenges salespeople face is an undifferentiated world is price. While all roads lead to price, the question is which road you choose, and how you get your prospect there. So, while price will always be a factor, you don’t have to be a hostage to it. If you lead one way, you’ll face one set of responses, pick a different path, and you will yield different results.

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Face-to-face Travel Vendor Objections 201

The Pipeline

NOVEMBER 1, 2021

Subscribe today , and take the Breakfast on the go! Joel Stevenson is the CEO of Yesware – a leader in sales productivity software. Prior to Yesware Joel was the GM and founder of Wayfair’s B2B division which he grew to several hundred million in revenue. He began his Wayfair career by leading the company’s home improvement products division, followed by his role as Managing Director of Wayfair UK, where he drove growth of the company’s international presence.

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Study Software Software B2B 173

The Pipeline

OCTOBER 12, 2021

By Tibor Shanto. The generally correct answer is any reasonable time. Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. I know many salespeople hope they can know the exact time the right prey will be at the watering hole.

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Prospecting Cold Calling Video Exact 345

The Pipeline

OCTOBER 11, 2021

Subscribe today , and take the Breakfast on the go! Warren Coughlin helps principled entrepreneurs build a Business That Matters. That is one that delivers to you, the owner, attractive profits and a fulfilling lifestyle while also creating positive impacts on customers, team and the larger community. In other words, it is one that helps make the world – or just your corner of it – a better place.

Salary 173

Salary Exact Coaching Positioning 173

The Pipeline

SEPTEMBER 23, 2021

By Tibor Shanto. There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. Sales Enablement is a hot topic, and as such, some will abuse it for their own good (or bad).

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Sales Enablement Scale Hiring Maximizer 201

The Pipeline

AUGUST 31, 2021

By Tibor Shanto. While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer. Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint.

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Harvest Referrals Call-back Video 360

The Pipeline

JULY 13, 2021

By Tibor Shanto. Summer, traditionally a time to kick back, relax and enjoy the brightest and warmest time of year. Business seems to move at a calmer pace as people enjoy school and work vacations. And while there is no doubt that the pace may be different, there are ways to take advantage of the “ summer lull.” But while elements of the change in pace are true, it requires a change in our action, not a lack of action.

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Pipeline ACT Sales Cycle Account 362

The Pipeline

JUNE 28, 2021

By Tibor Shanto. Does the world need yet another podcast? Normally I would side with the NO group, but in this case I’ll make an exception. As you know (or should know), I host a live broadcast every Friday morning called the “Breakfast For Champions.” It airs live on LinkedIn Live , YouTube live , and the usual outlets. And while it is available to view forever on YouTube or LinkedIn, you can’t take it on the go.

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Face-to-face LinkedIn Groups Sales 328

The Pipeline

JUNE 8, 2021

By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not. That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly.

Prospecting 341

Prospecting Conversion Video Benefit 341

The Pipeline

MAY 18, 2021

By Tibor Shanto. It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise. Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. This requires the ability to juggle a number of things all at once; more specifically communicating value to all.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

The Pipeline

APRIL 13, 2021

By Tibor Shanto. It’s no secret we exist to consume, choose your lens, B2B or B2C , the system survives on consumption. Out with the old, even if it works, and in with the new long before it truly does. But one can’t go on consuming without discarding things to make room for the new. Buildings are razed every day to make room for something better.

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B2C Consumer B2B System 210

The Pipeline

MARCH 12, 2021

By Tibor Shanto. The key difference between a tribe and a herd is that the former walk on two legs. Herd mentality persists in both. Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality. I have always been fascinated by how willing sales types are to accept the 80/20. Some years ago, I wrote a piece suggesting that we should elevate the tribe and go for 70/30.

Data 386

Data Sales Leadership Quota Sports 386

The Pipeline

FEBRUARY 2, 2021

By Tibor Shanto. People in sales have come to accept that selling is no longer for lone-wolves, packs hunt much more successfully. Many of those same sellers also know that buyers generally act in packs as well. The pundits tell us there are six to a dozen people involved in a purchase of a B2B solution. So why do many salespeople continue to prospect as though they can only engage one person at a time?

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ACT Buyer B2B Groups 169

The Pipeline

JANUARY 12, 2021

By Tibor Shanto. It is estimated that 40% of our daily activities are driven by habit. This simplifies things to some degree, as we just need to replace bad habits with good. That’s where the challenge comes in, changing habits. But as you do, you will see measurable change in your success, and willingness to swap out more habits. So here are 5 habits to change for a better sales year.

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Exact Sales Leads Marketing Qualified Lead 228

The Pipeline

DECEMBER 22, 2020

By Tibor Shanto. Many of us are running on two tracks now, closing the year right, and the unusual holidays we face. Rather than pontificate on a finer point of sales, I wanted to add a bit of holiday spice to today’s video. So, I share a discussion I had with a close chum. We bandied about the question as to whether Santa Claus would make a good B2B salesperson.

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Face-to-face Video B2B Closing 220

The Pipeline

DECEMBER 1, 2020

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions. Questions get people to think, but what you want them to think about are their objectives, not your product.

Objections 262

Objections Buyer Leads Marketing Qualified Lead 262

The Pipeline

NOVEMBER 30, 2020

Sales Scrum Episode #25 – Guest Jason Helfenbaum. Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company. For over 20 years, Jason has been consulting with companies and organizations in different verticals to uncover challenges and opportunities and then create customized training solutions that deliver a tangible ROI. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between.

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Policies ROI Channels Training 280

The Pipeline

NOVEMBER 10, 2020

By Tibor Shanto. Most people are focused on the future and the results their tasks and efforts will bring. Aligning with them involves helping them achieve their desired future. Meaning that we go further by leading with the output rather than the input, especially in the form of our product. While buyers will respond positively you an inputs based approach, prospects will not.

Prospecting 348

Prospecting Buyer Positioning Leads 348

The Pipeline

OCTOBER 23, 2020

Overcoming Call Reluctance. _. Wed, Oct 28, 2020 1:00 PM – 2:00 PM EDT. _. Cold calling is not dead, but it is losing the battle to call reluctance. Call reluctance is not new but is losing the propaganda war to less effective means of engaging with prospective buyers. The reasons for call reluctance are also not new, they are: Lack of Process.

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Cold Calling Pipeline System Prospecting 241

The Pipeline

OCTOBER 3, 2020

By Tibor Shanto. While selling has always been personal, it is that much more so since the arrival of COVID 19. More than ever to succeed we need to think Human-to-Human is you are in B2B. This requires you to rethink your message as much as the delivery. Contact with colleagues, friends, and family is impacting how we do everything including buying and selling.

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Distribution Webinar Metrics Video B2B 385

The Pipeline

SEPTEMBER 15, 2020

By Tibor Shanto. I always say that time is fixed and the only nonrenewable resource, but with skill and will you can bend it a little. In the video below I share how to help patterns in activities to help the prospect ignore their own objection. Unless you are selling a pure commodity, this will help you get more prospects now, and buyers later. [link].

Objections 383

Objections Video Resources Buyer 383

The Pipeline

AUGUST 18, 2020

By Tibor Shanto. There is a lot of talk among the pundits about how to make your prospecting communication more personal. Sure they talk about that, then quickly switch to personalization, hoping you wouldn’t notice. It gets even sadder when you realize what some experts mean when they personalization. Some may think it is a good use of time to personalize things in a way buyers can see through.

Video 258

Video Up-Sell Buyer Prospecting 258

The Pipeline

JULY 29, 2020

By Tibor Shanto. Nothing points to a lack of consensus on a topic than a myriad of alternative opinions. If there were two or three altering opinions, you can sort of pick camps to be safe. But when there is a multitude of opinions or options, the only sure thing is that no one knows. Like a broken clock, we are bound to right twice a day. Voicemail is a great example in sales, there are as many opinions as there are pundits.

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Buyer Prospecting Call-back Cold Calling 289

The Pipeline

JULY 27, 2020

Sales Scrum Podcast Episode #16 – Guest Milena Regos. We recorded this episode with Milena Regos just before all hell broke loose with COVID 19; little did we realize how the hustle will change overnight. Milena shares her journey to be a co-founder of Unhustle. She highlights how changing how you view the hustle, and choices you make, as a result, can actually lead to greater personal and financial rewards.

Sales 386

Sales Leads Marketing Qualified Lead 386

The Pipeline

JULY 7, 2020

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

The Pipeline

JUNE 18, 2020

By Tibor Shanto. Urgency is always a battle cry at sales meetings, one on one or the team. As though creating urgency was like adding volume, “turn it up, let them hear you mean business.” While there is no escaping the logic and allure of leveraging urgency, trying to create it fraught with risk for sellers. Careful what you wish for, creating the wrong sense of urgency may just accelerate unwanted outcomes, like losses.

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Discount Quota Face-to-face Margin 297

The Pipeline

JUNE 1, 2020

Sales Scrum Podcast Episode #12 – Guest Shawn Finder. Shawn Finder has always been an entrepreneur at heart. At age 24, he entered the entrepreneurial world after competing as one of Canada’s top-ranked tennis players. While email success is always timely given the separation issues we are facing, getting email right is more crucial than ever.

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Face-to-face Social Selling Energy Trends 279

The Pipeline

MAY 29, 2020

Friday, May 29, 2020, 7:30 AM – LinkedIn Live. Andrew Jenkins. Connections Matter More Now Than Ever: . It’s not about just increased social selling activities but IMPROVED social selling. People are now part of a bit of a captive audience but that doesn’t mean you can shortcut to a close. Building relationships still matter. HOW TO VIEW.

Social Selling 284

Social Selling LinkedIn Closing How To 284

The Pipeline

MAY 11, 2020

Sales Scrum Podcast Episode #9 – Guest Jeff Bajorek. I have been looking forward to airing this episode, Jeff brings a no-nonsense approach to prospecting and sales. You may have caught my review of his new book last week hear on The Pipeline, and now you have a chance to hear Jeff expand on a number of points from the book. Jeff Bajorek is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast, and he wants you to Rethink The Way You Sell

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Pipeline Prospecting Sales How To 283

The Pipeline

APRIL 20, 2020

By Tibor Shanto. Sometimes you get lucky, but it is also true that even luck you have to meet halfway. I have some great news about the Sales Scrum Podcast, starting with Episode #6, today. We record our Sales Scrum Podcast, once a month, a full day capturing great insights. In April, we recorded on the 9 th , and spoke to six great guests, great timing.

Sales Coaching 49

Sales Coaching Video Sales Coaching 49

The Pipeline

APRIL 2, 2020

By Tibor Shanto. You don’t need to look far today to see someone going off about the “new normal.” While it is easy to understand why people choose this lens, I find it a bit self-serving and potentially risky in the current environment. In a world where the only constant, is change, normal is just another word for yesterday. We are living through an unprecedented experience, completely new to everyone.

Face-to-face 279

Face-to-face ACT Exercises Travel 279

The Pipeline

MARCH 16, 2020

By Tibor Shanto. “Starve your distractions, feed your focus.” — Daniel Goleman. I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19. We must acknowledge the reality of the event, and the impact on our families, friends, colleagues, clients, employees and the business. While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process.

Objections 310

Objections SME Lead Rank Lead Scoring 310

The Pipeline

MARCH 3, 2020

By Tibor Shanto. Change is a constant , it’s all around us, and it’s hard; keeping up is a continual challenge. And while change does bring good, you know what they say about too much of a good thing? Yet we, pundits and leaders, ask people to take on more change every day. Salespeople are asked to change themselves, change how and who they deal with, change the focus of their conversations, and more.

Face-to-face 362

Face-to-face Pipeline ROI Training 362

The Pipeline

FEBRUARY 18, 2020

By Tibor Shanto. No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. It’s one thing to take the activity seriously, it’s another to take oneself too seriously. The same people who will tell you people buy from people are quick to forget one of the most human of attributes, humor.

ACT 335

ACT Face-to-face Buyer Compensation 335

The Pipeline

DECEMBER 3, 2019

By Tibor Shanto. Every trade has schtick, specific things that they think they are expected to say or do. It is as though absent the schtick; you are not as expert as you claim. Sales, and the corner my fellow pundits and I occupy is no different. The right schtick helps uncover and align expectations, frame discussions, and lead to measurable progress.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

The Pipeline

NOVEMBER 19, 2019

By Tibor Shanto. No, this is not a science fiction tale or another Elon Musk venture. This is a serious challenge facing many in B2B selling today, one that will continue to grow. As it does, it will look like the wealth gap that many are experiencing in society today. Those that get it will get more, and those who don’t will be replaced by AI and an app.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213