The Pipeline

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Or – You’re Just A Boring Prospector

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . I get to listen to a lot of phone calls made by a whole lot of B2B sales people. Some are selling bleeding edge services to prospects with bleeding edge expectations, others are selling traditional products that are as exciting as watching paint dry, or listening to call recordings. zeal for success, not just your own, but that of your prospect.

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There Are No Rules In Sales

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . It’s hard not to laugh sometimes when I hear sales people say something like “Well, it’s supposed to go like this…”, or “I was told to do it that way, cause when we do that the prospects do…” But instead I am empathetic to their plight and innocence. You know what else they have access to, sales and sales related info. There are no secrets.

The Easiest Person To Lie To Is Yourself

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”. While not limited to sales people, the worst lie sales people tell, are the ones they tell themselves. Join Now!

Pipeline Insurance

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Insurance is one of those things that everyone has but nobody really wants. In some ways, we feel that we are throwing money away, until that rainy day or unforeseen event arrives, and we are all too happy to have the insurance. But oh we like prospect when we have them, there is nothing like a full pipeline brimming with opportunities. Join Now!

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

Getting Time On Your Side

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . If you manage hang on for another week, I assure you that there is life after the election, and what is waiting on the other side is not the end of the world, but the end of your sales year. We’ve all heard that knowledge is power, and in this case, it truly is. then you have the data on which you can build knowledge and success. Join Now!

No Pain – No Game?

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Despite all the tools available, both for sales people to execute their craft, and for companies to “enable” them, the narrative for many in sales has remained woefully unchanged over the last thirty years. While it is easy to point at sales people, the pundits have to take credit, or blame. Join Now! The post No Pain – No Game?

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Prospects Object Less To What They Want

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need. So now we are down to message.

Get Over It

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . As an outsider, I find watching the reaction to the elections in the States on Tuesday interesting from a sales point of view. Sometimes obvious facts and realities are lost on the “80%”, because they spend most of their time “taking orders” from self-motivated buyers. But the reaction is worth exploring. Instead on Monday they’re Sales 2.0,

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The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Time To Get Over Your Funnel Vision

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Many sales people I work have Funnel Vision, they focus more on the state of their pipeline or funnel than the specific opportunities in their pipeline. It is yet another example of quantity being more important to sales people than quality of the opportunities in their pipeline, and as result they underperform in a number of ways. Click To Tweet.

Are You Too Busy to Succeed?

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . While it may not always seem that way, sales is not that complicated, notwithstanding what pundits and also rans will tell you. That’s not to say it is easy to execute, and we all know that success in sales is all about execution, everything else is just talk, but in terms of complexity, not that much. Like prospecting. Say your number was.

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Stop Sabotaging Your Prospecting

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . We have all heard the expression that people make decisions based on emotion, then spend time rationalizing the decision. This interplay between our primal instinct and our later developed intellect, impacts sales success in other key ways. Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved.

How Productive Is Your Sales Stack?

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . It’s Monday, a great day for great sellers, the week is ripe with possibilities and opportunities, and how it turns out Friday, is almost entirely up to you and the decisions you make, and the actions you’re willing to execute, or choose to avoid; it’s what makes sales great. But quota attainment is just a symptom, not the cause. Join Now!

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Do Buyers Care?

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Last week I posted a piece on LinkedIn, based on discussions at CEB’s Sales & Marketing Thought Leader Roundtable this past August, titled “Why Do We Need Sales?” , Exploring the relationship between marketing and sales, and how it needs to evolve and change with relation to the markets they serve. Bringing us back to execution. Join Now!

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Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

Scripting Prospecting Success

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . There are a lot of things sellers say in the course of telephone prospecting. But given the nature of the call, the reality that we need to get to engagement from an interruption in a relatively short time, it is important to think about what you’re going to say and why. Well if you want to nail a call, you need a script. Join Now!

The Difference Between Sales Pros and Amateurs – Is The Silence

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Everyone knows that the prospect should be doing most of the talking during a sales call. Knowing it and doing it, well you know. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? It’s not just the listening, it’s what you do with it. Then as soon as the prospects stops, bam, jump on the next thing.

Buy My Crap – Please!

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Many sellers forget just how many sales situations buyers are involved with, most sellers have tunnel vision in the way they view the world, a very narrow tunnel, just big enough for their product to go through. Those words are just the tip of the iceberg. Just under the surface they are bracing themselves for the assault. Grab A Free Copy Of Our.

3 Ways to Stay on Top of Your Sales Calls

The Pipeline

The Pipeline Guest Post – Elizabeth Dupont. How many calls do you handle on a daily basis?  If you’re in sales, you probably make at least 50 calls a day, and that’s not even counting how many you calls you receive. You spend most of your day making connections and engaging customers, but it would be impossible to remember the minutiae of every conversation. The answer is call tracking.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Lean Communication for Sales – Book Review

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Communication is central to sales success; we have all seen brilliant people with vast knowledge who are challenged in sharing their knowledge due to an inability to communicate.  Closer to home, we have all seen how the quality of communication can make or break a deal.  Jack how and why to make the answer affirmative every time.  Join Now!

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Riding The Prospecting Wave

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . There are many things that influence a sales cycle, some within our control, others not.  Often we spend too much time, energy and emotion worrying about the things we can’t control, while deliberately ignoring and not attending to things we can control, and would make a difference if we did.  Join Now!

3 Things To Not Say In Prospecting Calls

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Many sellers ask me what they should add to or say in an initial telephone prospecting call.  Having listed to and analyzed thousands of calls, I have come to the conclusion that most sales would make great strides if they first focused on what to leave out of their calls.  Is this a good time? – No! Selling to Executives Tibor Shanto

Why You Want A Sales Framework Not A Methodology

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . While there are many types of buyers, not just across, but within companies, most sellers and sales organizations deploy one way or method of selling. still regularly meet sales leaders who say we use “this method” or “that type selling”. Whereas a method is rooted in action, a defined way of executing or doing something. Join Now!

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

A One > Two Combination That Still Delivers Sales

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Much of the discussion around social selling vs. traditional selling, or even old school selling like cold calling, has distracted many from the central issue, successful selling. When was the last time someone congratulated you on landing a big account and asked you “BTW, Ann, did you use social or other selling to win this deal?”

Prospecting For Pearls

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Regardless of what some might tell you, there are elements of sales that are quite organic, and as a result there are lessons we can take from nature. One is that not all things that lead to real value start smoothly or simply, but as the process unfolds, the end result can be both a thing of beauty and value. Join Now!

Einstein Selling – The Most Popular Form Of B2B Selling Today

The Pipeline

Tibor Shanto  –  tibor.shanto@sellbetter.ca. Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective. enjoyed the presentation, very credible, and in expected fashion, it started out with a big bold revelation to engage the audience. Join Now!

Priorities vs. Objectives

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs.  One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.  Well maybe. Join Now!

Why sales reps are always “Just touching-base”!

The Pipeline

The Pipeline Guest Post –  Gerald Vanderpuye. Just Touching Base! In baseball, a player who is touching base is not in danger of being put out. In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. When your rep loses a real opportunity, it’s because of a poor follow up. Time kills deals! The Follow-up challenge! Know when to Follow up!

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Is Sales A Winter Sport?

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . This post makes most sense read on Labour Day, on a deck with a cold one in hand, which is where you should be today! Next time between calls, check Macbeth or The Tempest. You can see similar things unfold in sales, or at least those of us observing the drama, often the characters, you the sellers, are too close to see what the audience sees.

The Rejection Reflex

The Pipeline

Tibor Shanto  –  tibor.shanto@sellbetter.ca. We are all familiar with a gag reflex, a hypersensitive response to a stimulus, if you ever want a live demo, just offer me some fish.  The hypersensitivity is generally a conditioned response, usually a result of previous experiences. There is no less rejection, they just don’t have to deal with it directly, and can pretend that it didn’t happen.

3 Must Have Attributes of a Real “NEXT STEP”

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . One common example is “Value”, it is part of almost every sales conversation, yet there are numerous, at times conflicting definitions.  I ask a group of five also rans to define value, and you’ll end up with seven different definitions, because the first two will change their mind based on what the next three say. Rep: “Sure do!”. Tibor Shanto.

There Is No App For That

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . There is no doubt that we have more tools to choose from in sales than ever.  Making things more interesting are the number of tools and apps available to buyers, and the direct impact that has had on sellers and their craft.  One would think as a result sales productivity would have gained., but clearly not the case.  Join Now!

High Profit Prospecting – Book Review

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. And most specifically, that cold calling is (was) dead. And let’s face it, if you can’t prospect, you can’t sell.

What Is Your Customer Buying?

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Most sales people are good at telling you what they sell, not necessarily communicating how the customer will be ahead as a result, but they are good at telling. Regularly scheduled role play in team meeting will usually help you get ahead of that. The version they run with will be determined by which camp of the ever popular ‘80/20’ they are in.

5 Proven Ways To Blow A Sales Meeting – Part 1

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . There is nothing worse than finally getting a meeting with a buyer you have been chasing for some time, only to completely blow the meeting. No one goes in with the intent of blowing, but it happens, even when you prepare in advance. Interrupting – While it may seem obvious, you’d be surprised. Your normal notes can go in the wide column. Join Now!

3 Things To Leave Out Of Your Prospecting Call

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Not only do I get to listen to a lot of outbound calls, but I get a fair bit of cold calls, ( I guess they did not get the memo that cold calling is dead ), and there are a number of things that if people would just stop doing, they would be so much more successful. Who Is In Charge Of…? What you or your company does. Your Title (or lot in life).

Sales Productivity is more Than Just Technology

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . There is no shortage of productivity or enablement tools available to sales people and sales organizations. Many may be useful, fun to use, and allow sales people to do things they may not have been able to do in the past, not everyone gets the same level of productivity improvement, if any. Increase outputs while maintaining inputs the same.

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