The Pipeline

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Objections Are Only Negative IF You Allow Them To Be

The Pipeline

By Tibor Shanto – . Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was. On the other hand, you also know that there will be some specific objections that are going to come up, and how one deals with that often separates the high performers from the also-rans.

Difference Is In the Eyes Of The Prospect

The Pipeline

By Tibor Shanto – There is a lot of talk about differentiation in sales, whether that is at the product level, sales technique level or other factors. Some difference is good, some goes a bit far, unfortunately most of seems to fall short. As with other miscues in sales, the problem is that most of the effort excludes the only element that counts, the buyer. Join Now!

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Why Make The Call

The Pipeline

By Tibor Shanto – . One reason many give me for not wanting to prospect, is the fact that fewer people are answering their phones, and as a result it is not as effective as other forms of prospecting. But I believe the conclusion many draw from this, i.e. “telephone prospecting is ineffective”, is flat out wrong. So don’t blame the technology, blame the user.

Which Of These F’s Should You Give an F About?

The Pipeline

By Tibor Shanto – . Sales like many other crafts, vocations, or professions, continues to evolve, or should. Some developments come along and become the rave for a while, only to fade after a time when they are proven ineffective, this is the first F, as in Fashionable. And there is no shortage of talk in sales). Witness what happened with sales 2.0, Join Now!

The Art of Social Selling -- Summarized by getAbstract

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

It’s The Revenue, Stupid

The Pipeline

By Tibor Shanto – . I recently had a conversation with a VP of sales who asked me what I thought of social selling. Not sure where he stood on the topic, I shared my view that for me selling is selling, I don’t have the need like many marketers, to categorize or qualify things. We all know the answer is NO! No idea. Revenue is not hyphenated, revenue is not Social.

Are You Asking The Right Questions The Wrong Way?

The Pipeline

By Tibor Shanto – . How you ask a question will make a big difference in how it is answered, and the impact that has on your ability to move the process forward, get stuck, or even lose deals. There are some basic communication rules and practices, that when leveraged right can make a big difference. Another factor is where we are in the cycle. Join Now!

Prospecting? – “Not As Much As I’d Like To”

The Pipeline

By Tibor Shanto – . Why Not? I never understood why sales people and sales leaders who have anaemic pipelines and matching sales results, think they solve their issues by focusing on everything but. They need to stop symptoms, and work on curing the cause. Success in prospecting starts with fully committing to it, and then actually executing. How do I know? Like what?

Rejection In Your Face

The Pipeline

By Tibor Shanto – . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. The rate of rejection or acceptance did not change much, may have even gone up as it is easier to ignore a text message. Not so for many in sales. So why not go direct?

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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.

Walk’a Proud!

The Pipeline

By Tibor Shanto – . Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. I encourage them to answer with pride next time some asks what they do for a living, by saying “I am a Professional Interrupter! Please! Join Now!

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Closing Is Easy

The Pipeline

By Tibor Shanto – . One of the most common things I hear from sellers is “Get me in front of the right guy, and I can close them”. Big deal, so could any monkey dressed in the right suit, that’s why the big money in B2B sales is made by those who can actually get in front of the right guy long before the closing monkeys show up, those who can OPEN. Back To The Start.

“Fake Sales News” Lead To Fake Sales!

The Pipeline

By Tibor Shanto – . We here in Canada have not been spared the phenomenon of fake news, although we are still working on making it the art form it is elsewhere. Sure, you’re all thinking about the fallout from the election in the former colonies to the south, but I am speaking even closer to home, specifically the fake news making the rounds in sales circles.

Time – To Let Go

The Pipeline

By Tibor Shanto – . Let’s be clear, no white flags here, just a reminder that the most crucial thing to control in a winning sales career is time. As I have stated here in the past, “leads are recyclable, time is not”, if what you are doing now is not moving the opportunity or sale forward, you need to ask if it is time to move on to something that will. Join Now!

5 Keys to shortening the selling process

The Pipeline

By Tibor Shanto – . What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems. Discover the number one way to shrink your sales cycle now. Join Now!

Successful Selling

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

Can We Stop Accepting Average? Please!

The Pipeline

By Tibor Shanto – . Something has changed over the last few years, and it needs to be reversed. There is too much celebrating of average, everywhere, but especially sales. Let me remind everyone that average = typical; common; ordinary. Not something one would use to describe themselves or loved ones, yet, we seem to celebrate it almost daily. Please!

Make Voice Mail Work For You In Prospecting

The Pipeline

By Tibor Shanto – . Sales people are strange when it comes to prospecting, specifically telephone prospecting. Many find all kinds of reasons (excuses) to rationalize (excuse) why they fail to make call in order to engage with prospects to fill the gap in their pipelines. Some tell me they do not want to phone people because no one ever answers the phone these days.

There Are No Rules In Sales

The Pipeline

By Tibor Shanto – . 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.

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Never Let A Good Plan Get In The Way Of Success!

The Pipeline

By Tibor Shanto – . In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue! Join Now!

Or – You’re Just A Boring Prospector

The Pipeline

By Tibor Shanto – . 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. A zeal for success, not just your own, but that of your prospect.

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A Rep’s Scream For Help

The Pipeline

By Tibor Shanto – . While not daily, on a regular basis over the last 12 years I have been called by VP’s of Sales who were extremely disappointed in the training delivered to their team by another provider. (It It is entirely possible that some of my former clients have had similar discussions about me; possible, but nah). Don’t torture your reps, improve them.

What If Prospecting Were Cancer?

The Pipeline

By Tibor Shanto – . Not to be overly dramatic, but most people who find out they have caner or any terminal disease, will immediately seek a cure, take steps to change their lifestyle or habits to alter their fate. Rarely or ever would they ignore it or make changes to unrelated things as a means of healing the illness. Or just not wanting to do it at all. Join Now!

The Easiest Person To Lie To Is Yourself

The Pipeline

By Tibor Shanto – . I 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!

The Only Sales Guide You’ll Ever Need – Book Review

The Pipeline

By Tibor Shanto – . There is no shortage of sales books available to consume by anyone willing to commit to their own success. Which leaves one wondering why are so many professional sales people continue to underperform and consistently missing quota? Anthony brings a complete approach to the topic, rather than focusing on some elements of sales without context.

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The Perfect Close – Book Review

The Pipeline

By Tibor Shanto – . Years ago, I read a stat that suggested most sales people do not read even one sales book a year, and that was before access to sales blogs and curators of blogs, and a host of other sources (of dubious quality). Sellers are looking for real world, practical executable insights, by real world practitioner. It picks up where many others leave off.

Crash and Learn

The Pipeline

By Tibor Shanto – . While we are all caught up in the cheer of the season, it is important to remember that sales is not always peace, love and joy. In fact, when you consider closing averages in B2B sales, it is most likely that we are bound to have more disappointments than joys as measured by that figure. Use someone from marketing or Customer Success.

Phone Prospecting – Cool and Not Cool

The Pipeline

By Tibor Shanto – . People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. It is not about trying to sell, qualify, or any of the things that will never happen if you do not engage. Cool: Leaving a voice mail. WHO CARES! Join Now!

Pain Leads To No Gain In Prospecting!

The Pipeline

A few weeks ago, I posted a piece titled “No Pain – No Game?” ” , playing off the old weight exercise motto. In case you didn’t bother rushing to read the piece, it suggests that if you can only sell to buyers who have a self-declared pain or need, you will be in trouble, as 70% of the market, the Status Quo, is immune to the pain argument. Click To Tweet. Join Now!

More Sales, Less Time: by Jill Konrath – Book Review

The Pipeline

By Tibor Shanto – . In her latest book, More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers , continues what one describe as her journey through sales. Starting by conquering “ Big Companies ”, then in “SNAP Selling” helping sellers understand and appreciate the world of “crazy-busy buyers”. Join Now!

The Difference Between Sales Pros and Amateurs – Is The Silence

The Pipeline

By Tibor Shanto – . 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.

Time To Get Over Your Funnel Vision

The Pipeline

By Tibor Shanto – . 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 – . 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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No Pain – No Game?

The Pipeline

By Tibor Shanto – . 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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Getting Time On Your Side

The Pipeline

By Tibor Shanto – . 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. If you are, then you can skip the rest of this post). We’ve all heard that knowledge is power, and in this case, it truly is. Join Now!

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Stop Sabotaging Your Prospecting

The Pipeline

By Tibor Shanto – . 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.

Changing Your Path To #Prospecting #Success

The Pipeline

By Tibor Shanto – . No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Many don’t set out to sabotage themselves, some are not even aware they are doing it, and many are just sadly following the advice of pundits who talk about but don’t actually telephone prospect.

How Productive Is Your Sales Stack?

The Pipeline

By Tibor Shanto – . 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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3 Things To Not Say In Prospecting Calls

The Pipeline

By Tibor Shanto – . 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. Here we go: How are you? – is definitely one. Is this a good time? –

Prospects Object Less To What They Want

The Pipeline

By Tibor Shanto – . 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.