The Pipeline

NOVEMBER 23, 2021

By Tibor Shanto. This week’s post is short and sweet, think sweet potato fries. It’s a short week, leading to a short time to the end of the sales year, so I thought I would make this short and to the point. But, before you watch the video below, you might want to put George Clinton on in the background, specifically “ Do Fries Go With That Shake?

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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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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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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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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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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.

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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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The Pipeline

SEPTEMBER 21, 2021

By Tibor Shanto. While the exact number may vary, people in sales continue to accept the false assertion of an 80/20 world. Keeps the 80% out of the way, allowing the 20% to do their thing. This piece does not set out to change the concept, life will do that, but to explore the 20%. They not only do things differently and better, but start with a different vision, view if you will.

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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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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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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.

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The Pipeline

MAY 25, 2021

By Tibor Shanto. Almost like clockwork, someone pronounces the death of cold calling. It is one of the most popular and repeated Zombie plotlines. The Modern Wave proves they have a better mouse trap, deems cold calling to be dead, only to have us return. They may relabel things, like outbound, but it always involves picking up the phone. Which if we’re honest, is the problem to begin with.

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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.

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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.

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The Pipeline

MARCH 9, 2021

By Tibor Shanto. It has been said that a manager should know how their year will go by the end of Q1. Well, Q1 is almost over, how is it going? Part of your answer may come down to your role, but for the most part it will come down to how well you prospect in Q1 and year-round. This is a great time to take inventory and focus on some fundamentals as a means of accelerating or igniting your prospecting and quota efforts.

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The Pipeline

FEBRUARY 24, 2021

By Tibor Shanto. I posted yesterday about the need for salespeople to make better decisions about their view of time. One of the points I emphasized was to reorient from qualifying to disqualifying. Most people usually find what they set out to look for, a nip here, tuck there, but they find it. So, if you set out to find someone that qualifies, you will, blemishes and all, anything will do.

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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.

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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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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.

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Prospecting Buyer Positioning Leads 348

The Pipeline

OCTOBER 27, 2020

By Tibor Shanto. Helping people to reconnect with things they have moved on from can be an effective way to start conversations. In all group decisions we do things for the greater whole, but that does not mean we have completely abandoned the idea or desire for it. If you are willing to do the work, and reviewed wins, losses, and draws in greater detail, you could learn to deal with objections differently.

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The Pipeline

OCTOBER 20, 2020

By Tibor Shanto. You know just because you can throw a football does not mean you can tackle the opponent’s linebacker. Sure both the lineman and quarterbacks are on the same team, with two completely different skill sets. No one would expect one to play like the other, or have a similar attitude to the other. Yet in sales, we want to pretend that we can in fact do that.

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The Pipeline

OCTOBER 19, 2020

Sales Scrum Episode #22 – Guest Jeff Goldstein. Jeff Goldstein (P. Eng) – Founder, SalesLeadersOnly.com , and joins us for a timely discussion on selling high-value solutions at a time when everything seems to have changed or has been put on hold. Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software.

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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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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].

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The Pipeline

AUGUST 26, 2020

By Tibor Shanto. It is interesting how people react in different ways to the same things when the context changes even slightly. Take video, even on the same device, people will look at video differently based on the situation. Some will flip on their video for a TikTok or a LinkedIn rant, but fail to leverage it in business. Given that it is 2020, I am bewildered when someone shows up to coaching sessions with their camera off.

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The Pipeline

AUGUST 27, 2020

Sales Scrum Podcast Episode #18 – Guest Darryl Praill. This week we have a We The North edition of The Scrum, we welcome Darryl Praill, Chief Marketing Officer at VanillaSoft. Darryl will guide us through a tour of the “fundamental pillars” of running Inside Sales and Engagement practices! To what extent do CRMs and Marketing Automation tools help in achieving the results?

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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.

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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.

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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.

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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

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.

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The Pipeline

MAY 28, 2020

Thursday, May 28, 2020, 7:30 AM – LinkedIn Live. Jeff Bajorek. ‘Rethink The Way You Sell?’ Thinking through each step of your process might seem as if it can slow you down, but checking out and mindlessly disregarding steps does not mean that things will move faster. HOW TO VIEW. To get in on the Breakfast For Champions you don’t need a reservation, all are welcome, simply go to John Moore’s – The Collaborator LinkedIn profile – [link] 7:30 AM ETOR -Follow John Moor

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The Pipeline

MAY 13, 2020

By Tibor Shanto. We are all familiar with the concept of buyer’s remorse. It is the feeling of regret after a purchase, which usually grows with the value and importance of the purchase. Usually, these fade as the solution is implemented and some of the expected changes and benefits present themselves. Some sellers cope with this challenge better than others, many are about to experience their own form of regrets, namely Sellers’ Remorse.

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Outsourcing Services Real Estate Ideal Customer Profile Objections 279

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.

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The Pipeline

APRIL 6, 2020

This Week’s Guest – Laurent Amar. We sat down with Laurent a little before the outbreak of COVID 19, but I think you’ll find his comments and insights useful in the current climate. Laurent Ama r is VP of Sales at CMiC, and a consummate solution seller and leader. Having led and lived through the migration to the cloud, Amar talks with host Tibor Shanto about the difference (and the similarities) of selling in the cloud.

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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.

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The Pipeline

MARCH 31, 2020

By Tibor Shanto. As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. Today, it’s by George Brontén , CEO of Membrain, and a long time sales friend. George shines a light on the assumptions that hold your sales organization back As soon as you see the title you know why it caught my eye. Given the shape of things to come, we are all going to have to be part of figuring it out, or we’ll need to move out of the way.

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