The Pipeline

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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

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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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.

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.

The Art of Social Selling -- Summarized by getAbstract

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

Are Your Sales Relationships Painful?

The Pipeline

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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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?”

The Complete Salesperson?

The Pipeline

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!

Don’t Talk Yourself Out Of It

The Pipeline

Tibor Shanto  –  tibor.shanto@sellbetter.ca. 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!

Winning Consensus-Based Sales

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

Dog Sales Of Summer

The Pipeline

Tibor Shanto  –  tibor.shanto@sellbetter.ca. Given that we are right in the middle of summer, and that today is a holiday long weekend here in Toronto, my mind naturally drifted to a summer theme, no doubt helped by things I’ve consumed by poolside. First thing to understand is why is it stalled, at a high level what changed if anything. Without this I would still be working the deal. Join Now!

Five Reasons Your Sales Team Should Be Cross-Trained

The Pipeline

The Pipeline Guest Post – Chase Hughes. As small companies grow, they often see a specialization emerge in their salesforce which only grows to increase its segmentation from one another. The sales department grows to become independent from the customer service, marketing, and other areas of the business. They have a deeper understanding of the customer. About Chase Hughes. Join Now!

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!

Limiting Choices Increases Results

The Pipeline

Tibor Shanto  –  tibor.shanto@sellbetter.ca. Despite the evidence to the contrary, many sales people and businesses see multiple options presented to prospects as being “good” or the “right” thing, for the prospect, and by extension themselves. Some of this is based on the assumption that the buyer actually knows what they want. Risky business.

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2 Serious Mistakes To Avoid In Prospecting

The Pipeline

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.

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.

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).

Beyond the Sales Process – Book Review

The Pipeline

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!

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.

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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Successful Selling

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

Checking Not Doing Will Give You More Sales #video

The Pipeline

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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A Sales Viewpoint – Sales eXecution 325

The Pipeline

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.

A Sweeter Approach To Prospecting Success

The Pipeline

By  Tibor Shanto  –  tibor.shanto@sellbetter.ca  . 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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3 Things You Won’t Hear Great Sellers Say

The Pipeline

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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Darwin Comes To Sales – Hunt or Perish

The Pipeline

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.

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.

A Super Question You Should Use

The Pipeline

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!

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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Prospecting Call Mistakes You Can Avoid #Video

The Pipeline

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.

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.

Show Them You Can Think – Sales eXecution 327

The Pipeline

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!

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

The Pipeline

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.

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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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.

Get More Appointments In Less Time

The Pipeline

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     .

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.

Are Sales People Masochists?

The Pipeline

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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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

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