The Pipeline

OCTOBER 20, 2020

Just like prospecting is not selling. See for yourself: Take the survey today and have your say about how we prospect through and past the pandemic. The post Prospecting Is Not Selling appeared first on TiborShanto.com. Every day, managers send their people on the field to do something they completely lack the skills to do.

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The Pipeline

MARCH 16, 2021

But if you must prospect to succeed, you will need to focus and practice the fundamentals. Here are 5 prospecting mistakes you can avoid. In the video below I look at five common mistakes makes salespeople make while they are prospecting. The 5 Prospecting Mistakes. Which I understand is easier said than done.

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The Pipeline

NOVEMBER 10, 2020

While buyers will respond positively you an inputs based approach, prospects will not. Which is why today we look at the inputs and outputs of prospecting, and why yields more than the other. The post The Ins and Outs of Prospecting appeared first on TiborShanto.com. They want to see how things will end. Take a look: [link].

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The Pipeline

JUNE 22, 2020

One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. Prospects are entirely different than buyers.

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The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

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The Pipeline

JUNE 15, 2021

They understand that they need to meet your prospects on the right plane, theirs. Successful sellers understand that to sell in today’s economy, we need to function and meet your prospects on the right plane, theirs. My friend Wendy Weiss, known as The Queen of Cold Calling®, is demonstrating her unique Salesology Prospecting Method.

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The Pipeline

FEBRUARY 9, 2021

31 seconds that make a prospecting call. The post 31 Seconds That Make a Prospecting Call appeared first on TiborShanto.com. But if you allow me to cloud the issue with facts , you may draw a different conclusion. Not only do people answer their phones, but they also take calls from strangers. By The Numbers.

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The Pipeline

MARCH 19, 2019

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons.

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The Pipeline

SEPTEMBER 22, 2020

Prospecting is always a core activity for successful sales professionals, but never more so than in Q4. The post 5 B2B Prospecting Best Practices appeared first on TiborShanto.com. By Tibor Shanto. There is not only the opportunity to close the year strong but to set yourself up for a great start to the new year. Have a look: [link].

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The Pipeline

SEPTEMBER 1, 2020

The post TRIPLE Your Prospecting Success appeared first on TiborShanto.com. Words can help you learn in a number of ways, they more than just convey meaning. They can help you breakdown concepts to better comprehend and retain for better results. See what I mean: [link].

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The Pipeline

APRIL 23, 2019

Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. Living it is exactly what prospects are doing when our call interrupts. Let’s Start Right. Find Yours. Related Resources.

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The Pipeline

JUNE 1, 2021

Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell?

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The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. So while we are thinking about how we can sell our product to this prospect, they are asking about how this will help them sell to their customers. Who’s Paying For This?

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The Pipeline

APRIL 18, 2019

Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network. The post Maximize Every Prospecting Call appeared first on TiborShanto.com. Have a look, try it out, and let me know.

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The Pipeline

DECEMBER 7, 2021

And the best place to start is prospecting. In The video you’ll find five prospecting actions to take now, 5 simple steps you can take now. The post Five Prospecting Actions To Take Now appeared first on TiborShanto.com. You should watch the video in all cases as it may add something new to your already successful repertoire.

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The Pipeline

AUGUST 25, 2020

In yesterday’s pos t, I looked at the validity of thinking that there is the best time or best day to prospect. I also suggested two steps you can take to begin optimizing your prospecting time while reducing the total time required. The post How Long Do I have To Prospect? By Tibor Shanto.

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The Pipeline

APRIL 9, 2019

This is the best time to revisit core skills, especially prospecting. The next few posts I will be sharing five simple things you can do today and every day to ensure that you are optimizing your time, prospecting, and your overall sales results. The post Shifting Prospecting Habits appeared first on TiborShanto.com.

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The Pipeline

JULY 29, 2020

It’s about voicemail for buyers vs. voicemail with prospects. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. Base assumption: You need to speak with the prospect to initiate a cycle. In prospecting there is nothing to continue, the whole thing is about starting.

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The Pipeline

MARCH 5, 2019

By ‘appointment”, I mean that a prospect has clearly committed time and attention to listening to you, your reason for wanting to speak; giving you the opportunity to move a qualified opportunity to the next step, in most cases, Discovery. Sure, they want the appointment but are willing to settle for so much less when the prospect answers.

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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. Continuing with the theme of the day: Proactive Prospecting, we explored the many myths and realities of B2B prospecting today. You can listen to the podcast here: [link].

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The Pipeline

OCTOBER 24, 2019

Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Refining how they prospect and conduct discovery. Train The Prospect.

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The Pipeline

JUNE 19, 2017

Most sales people tend to ease off on their prospecting when they have a healthy pipeline. All kinds of opportunities to close at the peak, desperately prospecting (praying and hoping), at the bottom. Prospecting when your pipeline is “overflowing”, is one of the most fun things you can do.

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The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. By Tibor Shanto. Best Defence Is a Good Offence.

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The Pipeline

NOVEMBER 7, 2019

The post The Opportunities Of Prospecting – Podcast appeared first on TiborShanto.com. Boštjan Bregar is the CEO and co-founder of Loop Email. There are a number of nuggets, and sometimes listening is as good as reading.

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The Pipeline

SEPTEMBER 14, 2017

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. What’s scary right off the top, is that there are multiple definitions of what is a “best” or a good prospect. The post Who Is Your Best Prospect?

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The Pipeline

OCTOBER 15, 2019

Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. Couple that with the obsession on quarterly results leads to the short-sightedness of many sales organizations’ approaches to prospecting and pipeline management.

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The Pipeline

OCTOBER 8, 2019

As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. They need to adopt a new view of the role of the telephone in the age of asynchronous prospecting. The Telephone and Asynchronous Prospecting.

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The Pipeline

JULY 6, 2017

So rather than following the 80% of your peers who go into summer mode, I instead invite you to use the summer to improve your prospecting skills so can remain in that 20% that drives the economy, the 80% is piggybacking on. Every Thursday in July and August, the posts in the Pipeline will focus on a specific element in Proactive Prospecting.

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The Pipeline

SEPTEMBER 4, 2018

What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls. The number one barrier to prospecting success is our willingness to put a well-thought-out plan into practice or action. World Series Of Prospecting. No Practice.

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The Pipeline

AUGUST 10, 2017

Proactive Prospecting Summer – Part 6. In this segment of Proactive Prospecting Summer, we look at the importance of the unspoken in prospecting calls. Telephone prospecting, after all, is an exercise in communication. The post Prospecting Dynamics appeared first on Renbor Sales Solutions Inc.

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The Pipeline

NOVEMBER 10, 2016

In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. This would work great if a large segment of the market had needs they were willing to act on, but the reality is that most potential prospects do not. Rejection in prospecting is a result of two factors.

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The Pipeline

FEBRUARY 27, 2018

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. By Tibor Shanto. A Race To The Wall. No Problem. This is hard for some.

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Prospecting Skype ROI Face-to-face 215

The Pipeline

JANUARY 5, 2017

No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Over 90% of sales conversations are started or initiated by the seller, this goes to 100% of telephone prospecting calls, especially cold calls.

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The Pipeline

DECEMBER 7, 2017

Last week another social warrior decided to take to the soap box, and tell us why cold calling is dead, and for him and his followers, it may be, but it can still play a role in your sales and prospecting success. The post 3 Reasons Your Prospecting Messaging Fail appeared first on Renbor Sales Solutions Inc. www.TiborShanto.com.

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The Pipeline

FEBRUARY 20, 2017

When I ask what they attribute that to, they tell me: Their people are ineffective at prospecting. Seriously, they will deal with and change anything than what counts, i.e. their people’s ability to properly prospect. I guess his theory was that if any of the team ran into a prospect, (by mistake), they would be adept at presenting.

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The Pipeline

JUNE 22, 2017

Most cold callers, carnivores and vegetarians, make the same common errors in executing their telephone prospecting calls, many of these mistakes contribute to their lack of success, making the whole thing a further mess. I know sounds silly, till you start connecting with prospects and getting appointments.

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The Pipeline

JANUARY 30, 2013

This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: [link].

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