The Pipeline

DECEMBER 15, 2020

While the ability to adapt and evolve is key in times like we are presented these days. By Tibor Shanto. As we head into 2021 there are a number of challenges and more opportunities for professional sellers. And so is the need and ability to apply the fundamentals, albeit with a new twist.

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Opportunity How To Pipeline Video 246

The Pipeline

SEPTEMBER 10, 2020

Big day today, thanks to our new virtual comfort, I am presenting at two different events, sharing best practices. This presentation delivers clear, executable strategies and tools for engaging with buyers’ most fundamental drivers – their objectives for success. By Tibor Shanto. From Sales Science to Sales 3.0, come along.

Webinar Metrics 250

Webinar Metrics Conference Objections Follow-up 250

The Pipeline

SEPTEMBER 24, 2019

The challenge sellers face, is being rooted in the present, especially when interacting with buyers at this decision level. Namely, that these decision-makers have outsourced the present; they are squarely focused on the future. Presented differently, sellers want to talk about what the prospects are doing, the present.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

The Pipeline

APRIL 6, 2020

We are experiencing unique times and opportunities, to help you navigate through the upheaval, I have put out daily videos presenting different ways that you as sales professionals can stay focused and productive through this transition. Amar notes how the change has prompted changes in sellers. SELLING THROUGH COVID 19 SALES UPDATES.

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Video Sales Opportunity Prospecting 272

The Pipeline

AUGUST 17, 2021

Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up. Old but true, imagine if the doctor gave you three choices after looking at you x-rays. Worse, most sellers falsely believe that buyers will usually go for the middle choice. Then are disappointed when they go with the cheapest choice.

Negotiation 352

Negotiation Lead Rank Lead Scoring Buyer 352

The Pipeline

MARCH 8, 2014

Presented by . The presentation will cover how to take advantage of current realities and present specific ways sellers can successfully approach and engage prospects, but create selling opportunities where others may not see any, and in the process build credibility, expert status, and loyalty with existing and new buyers.

Webinar Metrics 243

Webinar Metrics Objections Segment Loyalty 243

The Pipeline

OCTOBER 13, 2020

One way to get your people to follow is to present a state they want to emulate. By Tibor Shanto. Leading from the front is not always easy, especially in times of turmoil. In turmoil, that state would be calm. Being the calm in the storm allows you to get people’s attention and mind share. The same is true for sellers and prospects.

Webinar Metrics 228

Webinar Metrics Prospecting Conversion Leads 228

The Pipeline

MARCH 18, 2021

Most prospecting techniques do help people open doors by managing objections or presenting concepts differently. But in most instances, there is no follow-through that actually leads to a different outcome. But merely deflecting an objection, is like opening a door but not stepping in the room to advance the process.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

The Pipeline

JANUARY 26, 2019

Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. By Tibor Shanto. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast. You can listen to the podcast here: [link].

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Prospecting B2B Video Conversion 189

The Pipeline

MARCH 12, 2021

Present long-term rewards based on achieved impacts, based on pay-off date, not signature date. Most reward on lagging indicators, hoping lessons learned, (meaning things they missed), will present themselves in the next deal? Yet according to Bain & Co. only 12% of transformation initiatives succeed. Change Is A Team Effort.

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Data Sales Leadership Quota Sports 386

The Pipeline

DECEMBER 19, 2012

In November I had the pleasure of being a presenter at The Bauhub’s Collective Connective No. My contributing is below, but I would encourage you to watch all the presenters , as they each brought some great, relevant and actionable points. This translates into the right person, with the right skills on the right project.

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Face-to-face Pipeline Marketing Prospecting 262

The Pipeline

OCTOBER 12, 2021

The past 18 months have presented sales professionals across the country with unexpected challenges and have forced us all to rethink our approach to sales and selling.

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Prospecting Cold Calling Video Exact 345

The Pipeline

MAY 11, 2021

For things to unfold the way he presented, the stars and the gods would have to align in perfect formation. I worked for a leader who a every kick-off would rally the troops with an uplifting close. We used to call it “The Magic Show.” He would demonstrate how easy it was to exceed quota if you only did “these things.”

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Quota Lead Rank Forecasting ROI 341

The Pipeline

JUNE 8, 2012

It is about a game that sales people and managers can play while presenting or watching a peer present is a selling situation. The concept or the game came to me the other day when I was watching a rep present his solution to a group of decision makers. It is about measuring how many times a sales person will say “right?”

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Decision Maker Groups Buyer Pipeline 291

The Pipeline

JUNE 22, 2020

They are a one-track mind looking to deliver the presentation they learned. A presentation aimed squarely at 10% of the market that is ready to buy. Imagine if you were looking for a lifestyle statement and rep kept talking to you about warranty and service schedule. B2B salespeople do that every day.

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Buyer Prospecting Advertising Advertising 272

The Pipeline

JUNE 1, 2020

Having seen both sides of email success, Shawn presents the latest trends, what works, and what doesn’t from his front line view at Autoklose. While email success is always timely given the separation issues we are facing, getting email right is more crucial than ever. As importantly, he shares why things may work, and things to avoid.

Face-to-face 279

Face-to-face Social Selling Energy Trends 279

The Pipeline

JUNE 25, 2020

We are living in interesting times, with multiple transformations triggers all present at the same time, all equally intense,” said Robert T. Based on the simple definition of productivity, outputs/inputs, here is what was presented in The Economist. By Tibor Shanto. “We Vanderwerf, Transformation Strategy Leader, KPMG LLP.,

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Sage Real Estate Skype Collateral 288

The Pipeline

JUNE 4, 2019

While I am impressed with some of the big numbers presented, I am also skeptical about many of the claims presented. While I am not working with sales teams, I am buying. Specifically, tools, apps and services that help my business success. Sure, some clients have realized a 55% increase in “whatever.”

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Discount Vendor Quota Buyer 268

The Pipeline

OCTOBER 15, 2020

Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. And while great messaging will gain you more attention, if you improve your execution it goes a lot further. Great execution with questionable messaging is no better.

Survey 235

Survey How To Analysis Lead Rank 235

The Pipeline

JULY 11, 2014

The webinar will cover how to take advantage of current realities and present specific ways sellers can successfully approach and engage prospects, and create selling opportunities where others may not see any, and in the process build credibility, expert status, and loyalty with existing and new buyers. Building a better question.

Webinar Metrics 292

Webinar Metrics Objections Loyalty Segment 292

The Pipeline

MARCH 13, 2017

While there are reams of tools and means for capturing requirements, allowing buyers to better understand what will help them achieve their objectives, presenting a clear and objective process, there is a range of undercurrents that allows a lot of subjectivity to creep in to the decision. Buying and selling are very subjective experiences.

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

The Pipeline

MARCH 26, 2020

Prospecting Unbound – This was a virtual summit I presented in October 2019, along with 12 other prospecting experts. Resources: Go and take the free 7-Day Voicemail Challenge. An online course that will change the way you look at and leave a voicemail. This is your opportunity to access a goldmine of prospecting expertise.

Wireless 397

Wireless GoldMine Face-to-face Prospecting 397

The Pipeline

OCTOBER 11, 2021

Warren’s also a recovering lawyer, a serial entrepreneur, college professor, presentation/pitch trainer, actor, theater director and Dad to a wonderful daughter who constantly challenges him to be a better person. He’s also the founder and host of the podcast “The Business That Matters Spotlight”. Listen to other episodes here.

Salary 173

Salary Coaching Exact Positioning 173

The Pipeline

SEPTEMBER 28, 2017

I have a client that sell components, by far his best product is the middle of the three he presents clients. They first spend time understanding what the prospect is trying to achieve and then present the right option.

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Pipeline Revenue Buyer Up-Sell 198

The Pipeline

OCTOBER 5, 2017

Of late, what has helped those with the subjective approach has been the rise in statistics they can present to support their cause; again, when you’re looking for cover, stats are great. Stats are good, but much more malleable than facts.

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Pipeline Lead Rank Groups Opportunity 281

The Pipeline

MAY 19, 2014

It presents an AGILE view of sales and selling and how you may spin the wheel better. Presenting agility as a competitive advantage, she then dares the reader by presenting success as a choice, one they need to make. An enjoyable read, Jill sets out challenges the reader from the outset to be what the book is about, agile.

Maximizer 275

Maximizer Up-Sell Exact Buyer 275

The Pipeline

JULY 6, 2021

Sales like life is cyclical in many ways, some cycles help others may present headwinds. By Tibor Shanto. But one thing cycles have in common is their repeating nature and their predictability. No will be surprised by the back-to-school TV ads in a week or two, then Halloween, Thanksgiving, Christmas, etc.

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Buying Cycle Pipeline Buyer Quota 282

The Pipeline

MARCH 16, 2020

If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. This is the time to be aggressive in how you present new or necessary ideas, not aggressive in ignoring the buyer’s emotional comfort. Calm In The Storm. Help deliver clarity.

Objections 310

Objections SME Lead Rank Lead Scoring 310

The Pipeline

JUNE 3, 2020

Lack of pretenses invites input, and by presenting a blank canvass allows the prospect to think out loud and paint. This is a good reason to call someone you want to engage with. Ask them if they have any ideas or thoughts about what you just learned? No selling, no bias, just an honest question. Trust In You.

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Sage Airlines Enterprise Enterprise 361

The Pipeline

MAY 7, 2014

Join me for this special webinar looking at: The Objective Seller – presented by salesforce.com. You will be presented a process based, value driven approach for success in selling to Status Quo buyers, the most overlooked segment of the market. May 12, 1:00 pm Eastern – register here.

Webinar Metrics 253

Webinar Metrics Objections Segment Loyalty 253

The Pipeline

JANUARY 28, 2020

Many decision-makers will indeed take calls and action for well-presented insight if presented right. Isn’t it in your personas, what they are likely to be focused given their role? If not there, you can start here to figure out what to lead with. But you can’t blame them for tuning out when they don’t hear anything relevant to them.

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Cold Calling Buyer Persona Decision Maker ACT 344

The Pipeline

OCTOBER 12, 2013

Over the next couple of weeks I will be presenting three different webinars on 3 related topics that you should register for and attend. By Tibor Shanto - tibor.shanto@sellbetter.ca. October 23 - Time – Prospecting – And Getting the Jump On Both. October 24 – Cold Calling: How to Handle the Objection.

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

The Pipeline

JANUARY 31, 2022

Given the unique opportunities presented by 2022 and 2023, this is one episode you’ll want to relisten to over and over. Sitting at the intersection of sales tech and sales methodology. Craig has a proven and unique ability to identify trends that impact sales and how to either leverage the good, and avoid the risky.

Sales Methodology 173

Sales Methodology Segment Trends Research 173

The Pipeline

AUGUST 24, 2020

Making proclamations, spinning data, presenting speculation as fact , only to be undercut by facts. Some years back two respected sources of data presented totally opposite stories to this question. By Tibor Shanto. I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example.

Call-back 290

Call-back Pipeline Face-to-face Video 290

The Pipeline

JULY 16, 2013

While the curriculum is billed for internal sales, this GAP Selling presentation is applicable to all B2B sellers, inside or field sales. The presentation will present a sales framework that will allow you to succeed in changing markets. Changing times and markets means you have to change how you sell and who you sell to.

Webinar Metrics 267

Webinar Metrics Segment Maximizer Field Sales 267

The Pipeline

JULY 23, 2019

They will present a great question, rich with potential areas of interest for the buyer, and prospect obliges with a great answer. In his TED presentation “ What I learned from 100 days of rejection “, Jia Jiang highlights how asking a follow-up question when rejected, can change that rejection. It Doesn’t Cost To Ask.

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Film Follow-up Pivotal Buyer 235

The Pipeline

OCTOBER 22, 2013

Coming up tomorrow and Thursday I will be presenting two webinars dealing with two critical aspects of prospecting. Click here for more detail and registration.

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Webinar Metrics Cold Calling Decision Maker Lead Generation 276