The Pipeline

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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.

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!

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.

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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CSO Insights: Sales Enablement Optimization Study

This year's report reveals a picture of sales organizations in dire need of support.

Riding The Prospecting Wave

The Pipeline

By  Tibor Shanto  –  . 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!

Buy My Crap – Please!

The Pipeline

By  Tibor Shanto  –  . 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.

Lean Communication for Sales – Book Review

The Pipeline

By  Tibor Shanto  –  . 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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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.  Is this a good time? – No! Selling to Executives Tibor Shanto

The Metrics of Bad Sales Interactions: A Sales Experience Benchmark Report

What is the impact of a bad sales meeting?

Prospecting For Pearls

The Pipeline

By  Tibor Shanto  –  . 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!

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.

Why You Want A Sales Framework Not A Methodology

The Pipeline

By  Tibor Shanto  –  . 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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Priorities vs. Objectives

The Pipeline

By  Tibor Shanto  –  . 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!

A One > Two Combination That Still Delivers Sales

The Pipeline

By  Tibor Shanto  –  . 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?”

6 Best Practices for Optimizing Salesforce Orgs After Mergers or Acquisitions

Considerations When Merging Disparate Sales Organizations and Salesforce Instances

Is Sales A Winter Sport?

The Pipeline

By  Tibor Shanto  –  . 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.

There Is No App For That

The Pipeline

By  Tibor Shanto  –  . 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!

What Is Your Customer Buying?

The Pipeline

By  Tibor Shanto  –  . 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.

The Rejection Reflex

The Pipeline

Tibor Shanto  – 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.

Are Your Sellers Ready to Sell?

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

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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4 Alternate Ways to Promote Your Business

The Pipeline

The Pipeline Guest Post – Megan Totka. Marketing, advertising, and finding innovative ways to promote your business are all part of a strategy to acquire new customers. If you don’t market, you probably won’t gain much more business – and new customers and more sales are something every business needs. If you don’t tell anyone about the game, how will people play it? Business cards.

Einstein Selling – The Most Popular Form Of B2B Selling Today

The Pipeline

Tibor Shanto  – 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!

3 Must Have Attributes of a Real “NEXT STEP”

The Pipeline

By  Tibor Shanto  –  . 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.

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

Beyond the Sales Process – Book Review

The Pipeline

By  Tibor Shanto  –  . 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!

3 Things To Leave Out Of Your Prospecting Call

The Pipeline

By  Tibor Shanto  –  . 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  –  . 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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Are Your Sales Relationships Painful?

The Pipeline

By  Tibor Shanto  –  . 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 Art of Social Selling -- Summarized by getAbstract

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

5 Proven Ways To Blow A Sales Meeting – Part 1

The Pipeline

By  Tibor Shanto  –  . 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 You Won’t Hear Great Sellers Say

The Pipeline

By  Tibor Shanto  –  . 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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2 Serious Mistakes To Avoid In Prospecting

The Pipeline

By  Tibor Shanto  –  . 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.

Leveraging The “Nice To Haves”

The Pipeline

By  Tibor Shanto  –  . Sales people are good at looking for prospects or buyers with “pain” or “needs”, those ready for the seller’s “solution”.  I get it, these are more immediate sales, more cooperative buyers even when the motivation is rooted in “pain”, but is that enough.  Wants. Nice to haves. Having two allies you brought together on a personal level can’t hurt.

Winning Consensus-Based Sales

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

The Complete Salesperson?

The Pipeline

By  Tibor Shanto  –  . 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!

A Sweeter Approach To Prospecting Success

The Pipeline

By  Tibor Shanto  –  . As we head in to the second half of the year you realize you need to prospect and get some more opportunities in your pipeline. As you seek advice from your peers, one veteran tells you “You gotta buckle down and make more calls”, sage advice from someone who is under quota. But looking at the leader board, she is not making quota either. Join Now!

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A Sales Viewpoint – Sales eXecution 325

The Pipeline

By  Tibor Shanto  –  . 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.

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Don’t Talk Yourself Out Of It

The Pipeline

Tibor Shanto  – People have an amazing ability to convince themselves of almost anything. This is great when they are facing a challenge and they reach inside and not only conceive a means of addressing the challenge, but taking extraordinary action and successfully hitting it head on and overcoming it. Let Your Process Do The Talking. Objectivity Rules. Join Now!

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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.