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Are Your Sales Relationships Painful?

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale.  Well maybe.  I always find it amusing that when I ask people what do they want to know about a potential buyer, too many say “I want to know what their pain point is, their needs, the problem”.   Primer.

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The Complete Salesperson?

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people. One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. For context, this VP had a team of SDR’s and account managers. The Turn. Join Now!

The Difference Between Sales Pros and Amateurs – Is The Silence

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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.

3 Things To Leave Out Of Your Prospecting Call

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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).

The Art of Social Selling -- Summarized by getAbstract

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

Beyond the Sales Process – Book Review

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . In this book, Dave and Steve articulate (with confidence and conviction) an approach that is clearly grounded in their combined, extensive understanding of what B2B customers want and value, and how they buy. Specific and Actionable. Comes with success built in. Are you absorbing and putting their strategies to work? Join Now!

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Sales Productivity is more Than Just Technology

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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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Feature/Benefit – Or – Feature/Price

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Every tribe has its myths, collective beliefs, and things they claim to believe, things they avoid or adhere to, for sales the concept of Feature/Benefit is a go to favourite. Usually supported by their marketing teammates, it dominates their selling style, messaging, content and approach. Benefits? Features? Which Is What? Join Now!

5 Proven Ways To Blow A Sales Meeting – Part 1

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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!

2 Serious Mistakes To Avoid In Prospecting

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Most see selling and prospecting as two different things, as evidenced by the fact that while apply themselves to the former, but save their real creativity to avoiding the latter. But the fact remains that you can’t sell without prospecting, but sadder still, you can prospect a lot without selling. Thing 1 – “Gatekeeper”. Thing 2 – Decision Maker.

3 Things You Won’t Hear Great Sellers Say

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . It has always been said that to succeed you should follow and mimic those who excel. But given the popular 80/20 myth in sales, and the fact that less than 60% of B2B reps make quota, you may be challenged to find someone to imitate. Fear not, there is hope, just flip the coin and work on avoiding what the also-rans and duds do. Never. Join Now!

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Is That All The Difference You Got?

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Here is an example of an element discussed in Monday’s post.  It’s hard to see the difference when you all look the same. Time for Sales and Marketing to step up and say something that makes a difference for the buyer. Back to the drawing board. Join Now! The post Is That All The Difference You Got?

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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.

Checking Not Doing Will Give You More Sales #video

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Time is the currency of sales, your most precious resource – how you spend it will determine your success, or…. The video below provides a great way to spend your time better, and save for things that will make you more productive and earn you more sales and success. Check it out, and let me know what you think. hairy porn girlies pics. Join Now! Sales Success Selling to Executives Time Waters

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Darwin Comes To Sales – Hunt or Perish

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . While people may debate the exact quote or misquote from Darwin, the core concept stands, survival is more likely a question of a species’ ability to adapt than anything else. For the sake of this piece we’ll look at B2B sales people as a species consisting of various subspecies. In sales that subspecies has always been the Hunter. million.

3 Must Have Attributes of a Real “NEXT STEP”

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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.

A Sales Viewpoint – Sales eXecution 325

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . With the election cycle in full swing in the USA, many (some) are reflecting on what their point of view is on key aspects of life to be impacted by the outcome of the election. This includes things like economic viewpoint, free market or centrally controlled economy; global viewpoint vs. protectionist, and more.

Achieving Prospecting Success by Segmentation – 1

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . As we start a new quarter, it makes sense to step back a second and think about how you are prospecting f. Few aspects of sales are one size fits all, which makes it a challenge for those who are looking for that one secret to success in sales. These are the buyers you read about, having completed 57% of their journey. What You Need To Know.

Successful Selling

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

A Super Question You Should Use

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . In the past I written about the fact that your sales process and the way you or your team execute that process is most likely the last real way of differentiating yourself from your competition. What many will tout as being different, is more subjective than data or fact based. So what can you do to sound or be different when selling. Join Now!

Tomorrow Is Today – Sales eXecution 324

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . common discussion among sales people, or more accurately, sales people willing to make cold calls, that is complete sales people, is when is the best time to cold call ? have added my two cents on this in past. This can be good and bad at the same time. If you develop bad habits, well then, you have some work to do. Tibor Shanto.

Prospecting Call Mistakes You Can Avoid #Video

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Making outbound prospecting calls can be challenging and stressful, for both the prospect and the rep making the call. Take a look at the video below to learn to common mistakes to avoid. hairy porn girlies pics. Click here to see the agenda and to register. My session is on the Dynamics of Successful SDR and prospecting calls.

Sales Blind

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . The sale goes on and on, things look good, but never materialize, and then you discover another vendor won the opportunity.  I find this happens with a couple of types of reps, who are two side of the same coin. The Forever Seller. First are those sales people who are really great at selling and love the discovery process to no end, literally.

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Cut Your Training Budget In Half – Double Your ROI

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Training is an interesting concept, at least in sales, as much as most sales leaders or sales ops people bring their own bias and flavour to it. But the one common view and practice the majority share is a “democratic” outlook or bias. Consciously or not, most leaders rank or tier their teams, usually Top, Mid, and Bottom tier.

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Show Them You Can Think – Sales eXecution 327

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . recently sat through a demo for a product that potentially could have been of interest. The rep had just the right amount of enthusiasm, mix of personality based small talk, right down to the obligatory question asked by Americans of Canadians in January “How cold is it up there?” ” The igloo is holding up I said. Join Now!

Voice Mail As A Differentiator

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . If you’re in sales, you know that a crowd favourite is differentiation. Companies, marketing folks, sales people all want to differentiate, which is not an easy thing in a climate where differences are few and subtle. Often the only real difference is the sale itself, since products tend to be often all but identical. Sales Success

Good Things Happen To Those Who Call – Sales eXecution 329

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Over and over different sales people tell a success story that starts with them saying “I got lucky the other day, I called this guy, and he is ready to move forward.” Or “I’ve been calling this guy every few months for the last couple of years, and I finally got a meeting with him.” ” will seal your fate the second you open your mouth.

They’re Not Interested – What Now?

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . No one likes objections, the number one reason for sales people hating cold calling is the cold reality of the objections. I get it, but when you think about it there are probably five common objections you will face in telephone prospecting. About 80% of the time, 80% people we are calling will go to one of these five objections. Join Now!

Give Your Buyers The Gift of Time – Sales eXecution 319

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . have written several times about the importance of time in sales, how time really is the currency of sales; while everything else in sales may be variable, success will be determined by a number of unique and individual factors. Time is the only standard element we all share, what we do with it is the differentiator. Tibor Shanto.

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A Four Letter Word Every Seller Should Learn – Sales eXecution 318

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. As a result they are much more naked to the world than their less successful counterparts. Part of this is their willingness and ability to ask for HELP.

Are Sales People Masochists?

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Sales people are always looking for “the pain” or “pain point”. One reason I am told they are looking for the pain is that they can then offer up the cure along with an invoice, and have a happy client. Nice, feel free to take a minute and wash. The Puzzle. The Answer. There did not seem to be anyone carrying a team mate.

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3 Words to Ditch To Improve Your Sales – Sales eXecution 304

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. Words impact not only what your prospects hear and their reactions to them, but almost as important is the effect they have on you as the seller. Prospect offers up a random time, and the rest is just painful.

4 Ways Social Media Can Help You Sell

The Pipeline

The Pipeline Guest Post – Megan Totka. An essential part of the sales process is getting to know your prospects and building relationships – and social media is the perfect avenue to help you accomplish this effectively. Social media is a really powerful tool to help you accomplish your business goals and can open you up to new markets you may otherwise not have the ability to reach. Sales 2.0

Which Fear Is Driving Your Results?

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . One thing you have to love about sales is that while some fundamentals are constant, the execution continues to change and evolve. This evolution and change challenges sellers every day, taking them to new highs and lows depending on how they respond. delicate balance that dares their abilities and preys on their fears. Yes, success. Join Now!

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Get More Appointments In Less Time

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . No Magic, no voodoo, no silver bullets, no secrets, I’ll lay it all out; a proven technique for getting more appointments without increasing your prospecting time. First thing is first, the purpose of a prospecting call is to get engagement ( Tweet ). But most sales people do not practice this, they blur the line between the two. Tibor Shanto     .

Predictions to Results

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . “I may make you feel but I can’t make you think” (Gerald Bostock IA). This post was originally prepared for a site catering to sales professionals that I occasionally contribute to. They were looking for pieces on predictions for big things in sales in 2016. Have at it, and enjoy! ””. Tibor Shanto.

Achieving Prospecting Success by Segmentation – 2

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . This past Monday we looked at how to tailor your approach to engaging with different segments in your potential buyer pool. Monday we looked at the readiest segment of three groups you are likely to encounter in the course of prospecting, those who are Actively Looking. This group may be 20% or more of any given segment. Join Now!

The Reason You are calling, is… – Sales eXecution 320

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or…. Tibor Shanto.

How To Lose A Sale With Your First Response – Sales eXecution 282

The Pipeline

By  Tibor Shanto  -  tibor.shanto@sellbetter.ca  . When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong. They will usually tell me things like: I sell hardware – software – any kindaware. Blah blah blah services.

Achieving Prospecting Success by Segmentation – 3

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. While most sales people spend 80% of their time and effort pursuing these groups, combined they only make up at most 30% of any given market. So what about the big piece of the pie?

How To Get A Meeting With Anyone – Book Review

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . One of the most common things I hear sales people say is “Get me in front of the right person, and I can sell them.” An added challenge is that often the person they need to get in front of is an executive surrounded by layers of people making it that much more difficult to contact them. The other must-read and must-live chapter is chapter 15.

You Have To Sell Is The Appointment First

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . In the past I have posted about the attitude sales people have towards prospecting, some see it as a necessary evil and unpleasant part of their job, something they have to “tolerate” early in their career, until they build up a sufficient base to live off. Perhaps the hardest sale of all, selling the appointment. Join Now!

Changing the Odds In Your Prospecting

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? A no-brainer right, in fact too good to be real, right? But I see sales people do this very thing on a regular basis, but instead of a five dollar bet, what is on the line is their income. Take that in a minute. Reliable.

What is Not Why – Sales eXecution 326

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Start of the year is when you see a lot of policy changes, changes in fees, service levels etc. Done right this could actually help sales people and drive revenues, yes even price increases. Done wrong, it just leaves a bad flavour in people’s mouth and minds. Example one, I recently went to renew a service I had been using for over 20 years.

The Word Games Of Sales

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . have always said that success in sales is all about Execution – Everything else is just talk! And there is no shortage of talk in sales, believe me people in sales, and people around sales, the pundits, can talk some s**t, not only is it funny and amusing (or sad) at times. Here are some examples I encountered over the las few weeks. Join Now!

“The Challenger Customer” – More Than A Sequel

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By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . Review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. by Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman. Any imbalance, leads to either no revenue, less or lesser quality revenue, longer time to revenue, or a toxic combination of all of these. All that is left for you is to read and execute.

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