indirect-sales 
The Pipeline
DECEMBER 4, 2018
I have talked a lot on this blog about the need for sales people to get past or over their product. The problem is too many sales people confuse the deliverable with what the buyer set out to achieve with said deliverable. By Tibor Shanto. Bore Them to S**t with Bits and Byte. But they don’t know about or care about your product.
The Pipeline
MAY 7, 2019
Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. Complete The Sales Person. Witness the recent B2B Sales Handbook from the folks at Autoklose.
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The Pipeline
FEBRUARY 19, 2019
Many in sales believe that there will be no action by a buyer unless there is a compelling event. Yet most of the focus for sellers, enablement and others involved in the sales arena, focus almost their entire effort on this small group of buyers. By Tibor Shanto. The vast majority move on, looking for a more ready buyer.
The Pipeline
NOVEMBER 5, 2019
Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales. It is a truly defining moment for companies and sales leaders when they confront “commodity.” By Tibor Shanto.
The Pipeline
SEPTEMBER 18, 2018
No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. By Tibor Shanto. Silence Sucks.
The Pipeline
DECEMBER 3, 2012
When I work with new companies I ask people at all levels of the sales team a few basic questions, all dealing with ‘who’ Who do you call on? Who uses your product? Who decides? Who benefits? In most instances three or four of these people are not the same.
The Pipeline
AUGUST 4, 2016
This why they would rather spend time and energy looking for the “safer” harbour of Passive Indirect prospecting. Rejection is not fatal, witness all the sales professionals who survive rejection daily, yet live healthy, happy and more prosperous lives than the average and passive sales person.
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