The Pipeline

OCTOBER 27, 2014

There are certain universal concepts and sayings in sales that everybody just nods to, “sure, of course, that’s hockey, motherhood and apple pie, of course.” ” Of course it is often hard to say no to the proposition even though it may not add to the discussion at hand. One of these concepts is around listening.

Course 325

Course Buyer Intent Sales 325

The Pipeline

SEPTEMBER 4, 2014

Of course not, prospects are liars. By Tibor Shanto - tibor.shanto@sellbetter.ca . No no, that’s not true either. It is less about lying, and more about rationalizing why we lost, take a look at what I mean: What’s in Your Pipeline? Tibor Shanto . Did You Just Say.?"

Buyer 292

Buyer Video Account Pipeline 292

The Pipeline

MAY 29, 2018

Often what happens is that the rep will call, there will be some small talk, some business talk but not particularly crucial, but in the course of things they end up spending 5 minutes on the call. Multiple that by 6 or 7 times and you have half an hour; if this happens twice a week, an hour. Generating Inbound Calls. ,

Cold Calling 264

Cold Calling Inbound Call-back Survey 264

The Pipeline

JUNE 30, 2014

Canadians can now feel protected from those African “nasties” who want to share their princely fortunes, or those Asian companies offering to share their collectibles if you act as their agent, and of course all those voodoo doctors who want to help reshape key parts of your anatomy, up top and below. Learn about the CASL Relief Special.

Cold Calling 302

Cold Calling Government Direct Mail Advertising 302

The Pipeline

JULY 26, 2012

You can select from over 30 courses with a wide variety of topics ranging from tips and techniques for interviewing for your next sales position to obtaining strategic referrals and partners, through to coaching your sales teams as an effective leader. You can see the other courses, schedules, and register by clicking here.

Objections 262

Objections Course Referrals Maximizer 262

The Pipeline

JULY 29, 2020

Of course, not unless they are one of the 10% of active buyers in your segment. And sellers hop to attention and proceed to spill the beans and then some. So once the prospect digests everything, considers it twice, why do they need to call you back? And you are not there to take the objection away.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

The Pipeline

JULY 14, 2020

If my message misses by a bit, I am there to course direct. Wow, do you realize how much value you can communicate in 31 seconds? 31 seconds is a long time in the right hands. I can plant a lot of images; connect with things they were thinking about. Even when you can get people to make calls they squander much of that valuable time.

Prospecting 430

Prospecting ACT Quota Lead Rank 430

The Pipeline

NOVEMBER 23, 2017

While we may not be willing to pardon or forgive, it seems worthwhile to look at some turkey moves sellers, at times including myself, make in the course of their day. While the president may be set to pardon a turkey today, I am not sure we should be so generous when it comes to some offences committed by some in sales.

Course 194

Course Sales Buyer 194

The Pipeline

DECEMBER 6, 2013

Kahneman states that, “…if there are several ways of achieving the same goal, people will gravitate to the least demanding course of action.” Of course, the penalty for taking the path of least resistance can be severe, coming in the form of limited potential and confining self-beliefs. There is a built-in justification for doing so.

Energy 322

Energy Twitter Course Research 322

The Pipeline

JANUARY 30, 2013

If you have questions about objection handling in the course of prospecting, or just telephone prospecting, give me a call or schedule time by clicking here. In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: [link]. What’s in Your Pipeline? Tibor Shanto.

Objections 293

Objections Video Handbook Prospecting 293

The Pipeline

MARCH 21, 2019

Status Quo, Lack of Interest, No Time, Bad Experiences, and of course, send me an e-mail; for practical ways to address and manage these grab The Objection Handling Handbook , free!). They stay close to the centre line, follow a path and aim at getting through the call with the least distraction from what we interrupted.

Objections 310

Objections Handbook Lead Rank Energy 310

The Pipeline

DECEMBER 29, 2016

Contrary to what some may think, I think the prudent course is to avoid playing the game, and spend the time and energy prospecting for potential buyers who are willing to engage based on merit, not the need to justify a purchase from someone other than you. Extrapolate Rewards over entire the course of ownership/benefit? Why the Gap?

Vendor 211

Vendor Call-back Buyer Energy 211

The Pipeline

DECEMBER 10, 2019

Of course, the longer you do things one way, the harder it is to change, a challenge for many Boomers. Third time, “well, you know, it’s par for the course.” Tech is just the means to an end, it is not the solution, but an essential component of the solution. Many sellers have become overdependent on tech to sell. Collected Experience.

Sage 218

Sage Up-Sell Buyer Benefit 218

The Pipeline

OCTOBER 14, 2013

Of course with that freedom and control to do as we see fit based on the specifics of each sale, comes accountability. Of course if you do not see sales as a profession for realising a creative outlet that delivers more financial rewards as you get more creative, then maybe you don’t like the accountability.

Account 267

Account Course Sales Pipeline 267

The Pipeline

APRIL 13, 2017

Step one – figure out all the things you have to do during the course of typical sales cycle in order to win the sale. Then look at what percentage of your time you typically need to spend on each during the course of a SUCCESSFUL sales cycle.

Face-to-face 188

Face-to-face Sales Cycle Maximizer Course 188

The Pipeline

APRIL 2, 2019

The first quarter, however, is a bit different, it is far enough away from the year-end, that you can think, be positive, and have the space to course correct or accelerate your triumphs; it is an entirely different affair the first week of October, when the desperate clouds of Q4 cover the top of the funnel.

Top of Funnel 271

Top of Funnel Vendor Funnel Pipeline 271

The Pipeline

JANUARY 23, 2014

The other fellow, a bit more subdued and low key in his manner, smiled in a way that practically said “you silly sod”, suggested that the course may help his numbers occasionally, but will in no way help him sell better. And the battle was on. They kept on for a bit, I got off before it ended, I am sure they negotiated an amicable outcome.

Negotiation 296

Negotiation Proposal Course ACT 296

The Pipeline

APRIL 23, 2019

Starting right in prospecting, of course, means putting the buyer at the centre of every action. The environment where what you sell will be used, consumed or processed. How the combination of the above impact and are impacted by your environments. Let’s Start Right.

Prospecting 260

Prospecting Transportation Retail Exact 260

The Pipeline

MARCH 12, 2021

Of course not, get rid of the riff raff, and the numbers change, I would argue for the better. I had nothing left but the truth, fire the 50% right now, and rebuild. Just like any salesperson would recommend to their favorite sports franchise. Silence, no takers. But sales leaders would rather lead a big army than the right army.

Data 386

Data Sales Leadership Quota Sports 386

The Pipeline

NOVEMBER 8, 2014

Feel free to reach out to me should you have questions or visit the course info on the SkillSharp site. Whether you are an individual reps, or a team, this is your opportunity to become The Objective Seller, and put Strategic Selling to work for your pipeline and success. Look forward to seeing you there!

Objections 292

Objections Retention Account Pipeline 292

The Pipeline

MAY 31, 2013

Based on work with sales teams, here is a way you can do all the important things you have to do in the course of a week including prospecting. Of course you then have to follow up to see how things ended, and after a 90 minute investment, you have little to show for it other than feeling good.

Face-to-face 303

Face-to-face Intent Pipeline B2B 303

The Pipeline

MARCH 19, 2019

Of course, if you didn’t schedule any time, then that will be reflected in your pipeline. Why not, you diarise discovery calls, proposal calls, closing calls, what’s wrong with diarising your most important calls. So when is the best time to prospect? When you have scheduled it for!

Prospecting 306

Prospecting Proposal Cold Calling Quota 306

The Pipeline

MARCH 22, 2013

Of course you know that social media is a great way to get exposure for your business. Of course, the effectiveness of those leads will depend upon what you do next. The Pipeline Guest Post – Kim Willington. The immediate, conversational nature of Twitter makes it ideally suited for promoting your business and increasing sales.

Twitter 266

Twitter Social Media Promotion Advertising 266

The Pipeline

NOVEMBER 19, 2012

First step then is to step back and inventory where you are, where is that vis-à-vis where you want to be, what needs to happen to get you there, and of course what needs to change to make that happen. This usually brings things to a grinding halt, because of course they have nothing to show me, it is all in their heads.

Commission 291

Commission Face-to-face Call-back Pipeline 291

The Pipeline

MAY 4, 2017

To do that you must first know what are the key activities you have to do over the course of a sales cycle, prospecting, research, play-off pools, account management and more. This is why I want the sellers I work with to not think about time management, a really silly concept, but instead focus on time allocation.

Banking 168

Banking Sales Cycle Account Pipeline 168

The Pipeline

MARCH 26, 2012

What was revealing was their interpretation and the course of action each chose dictated by the outlook and more interesting was why their course of action to the same factors was dramatically different. While both had similar outlook for the economy in the remainder of 2012, and into 2013.

Distribution 226

Distribution Face-to-face Course Pipeline 226

The Pipeline

AUGUST 5, 2021

As many of you know we recently launched the audio podcast version of the Breakfast For Champions, of course named: The Monday Morning Breakfast Podcast. For me it’s simple, self-contained, flexible, allowing me to be me, and get more and more out of every 24-hours. The Invite.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

The Pipeline

AUGUST 20, 2019

Of course not, it is your attitude that needs to come off vacation. What makes you think your prospects can’t do all that and chew gum at the same time? Normal Function. So how many, was everyone who can make or contribute to a decision gone?

Pipeline 254

Pipeline Face-to-face Discount Buyer 254

The Pipeline

NOVEMBER 23, 2012

Of course, the big box stores keep lowering their prices in order to draw in huge crowns on the epic Black Friday. This allows shoppers to plot their course weeks ahead of time. But there are also some “sleeper” deals to be had as well. Black Friday. Amazon has also made a huge impact on the holiday shopping scene.

Small Business 263

Small Business Small Business Fashion Incentives 263

The Pipeline

MARCH 7, 2019

When you remove all the emotion and look at the numbers, it is not a question of how long your cycle is, but how many cycles you initiate and successfully complete in the course of a fiscal year. The other adjustment that has to be made, in reality, the easier one, is to become an effective prospector.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

The Pipeline

JUNE 20, 2012

In an effort to ensure we covered all possibilities, we started by listing all potential courses of action – nothing was off the table in the first go around, they were encouraged to throw out ideas to be captured on a white board.

Discount 276

Discount Intent B2B Pipeline 276

The Pipeline

DECEMBER 13, 2013

Of course you can make the party even more happening by taking a second and voting for this very blog as the top sales blog of the year. You’ll hear from leading sales experts and recognize and celebrate many people who have made a difference to sales and sellers this year. To reserve your spot in the virtual VIP lounge, click here.

Pipeline 213

Pipeline Course Sales Closing 213

The Pipeline

AUGUST 10, 2012

If the prospect requests a proposal or pricing, the clear course of action is to set up a time to present and review it together. Of course some of this can be addressed if not eliminated early in the sale, but if you do find yourself in this situation, you can still work on a level playing field. Obvious, yes; reality, not always.

Proposal 257

Proposal Negotiation Buyer Course 257

The Pipeline

DECEMBER 31, 2012

Often less than nothing, because they stand in the way of those who could deliver given the chance; but of course the current incumbents – the reps in the territories and those in the legislator – make sure that nothing gets done by anyone. I guess in each case one gets what one pays for.

Energy 241

Energy Territories Exercises Groups 241

The Pipeline

APRIL 18, 2012

What was missing was a “new economy”, it seemed that it was still very much a function of supply and demand; there was an extreme lack supply of credit, a disproportionate oversupply of real estate, and of course a never ending supply of BS from the usual and new sources. Read On… What’s in Your Pipeline?

Real Estate 286

Real Estate Buyer Pipeline Course 286

The Pipeline

APRIL 9, 2012

And I will take a shot, or take unusual steps in the course of a sale. How do I know they are unusual, because when I share them with other sales professionals, free or in the course of a program, many will refuse to try or even consider executing specific tactics presented; tactics that have proven successful when executed.

Pipeline 281

Pipeline ACT Top of Funnel Motivation 281

The Pipeline

JULY 18, 2013

“Tibor, thanks again for the training course. .” “Thank you Tibor, we have already started implementing many of the techniques and tracking systems you spoke of.” Jeff Sutton, Vice President, Business Development, ISB Corporate Services. Your ability to address the concepts with reality puts power into the content.”

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275