The Pipeline

MARCH 2, 2021

While some of the biases will slow down your sales, they will usually derail your prospecting efforts. One for instance is the fact that at a sales meeting the prospect should be doing most of the speaking in response to questions. Who cares, you are not the buyer, they may love it. Prospect Not Sell.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

The Pipeline

JUNE 18, 2020

Urgency is always a battle cry at sales meetings, one on one or the team. By Tibor Shanto. As though creating urgency was like adding volume, “turn it up, let them hear you mean business.” While there is no escaping the logic and allure of leveraging urgency, trying to create it fraught with risk for sellers.

Discount 297

Discount Quota Face-to-face Margin 297

The Pipeline

JULY 21, 2020

Ask executives what they would like to experience more in sales meetings? Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Most point to a more prepared rep who takes an interest in their success.

Decision Maker 343

Decision Maker Buyer Study Intent 343

The Pipeline

JUNE 16, 2014

Over the last couple of weeks, I found myself as the prospect at two sales meetings I attended. I always find it hard to concentrate in these meetings, because of what I do, I tend be distracted from the topic at hand, and focusing more on form and format of the execution, and the meeting is unfolding.

Buyer 314

Buyer Vendor Meeting Sales Meeting 314

The Pipeline

OCTOBER 16, 2017

Despite the state of discourse in general these days, in a one on one settings, like a sales meeting for instance, most people are helpful by nature. As a sales professional, we need to walk the line of leveraging that to help us make a sale, while not taking advantage of it.

Cold Calling 275

Cold Calling Call-back Guarantee Prospecting 275

The Pipeline

APRIL 11, 2012

If they don’t which is usually the case, it opens the door to miscommunications, and missed sales. Take the word value, I challenge you read one brochure or sit through a sales meeting where “value” is not a central theme.

Objections 248

Objections Buyer Groups Pipeline 248

The Pipeline

JANUARY 26, 2015

Try it out, and when you are truly a convert, and the whether permits, take your new prospect for a walk, on your very first meeting, demonstrate your expertise and value, and get him/her out of the office and usually distractions that come with it. Sales eXchange Sales Skills Stand Up Tibor Shanto' Tibor Shanto.

Up-Sell 120

Up-Sell Proposal ACT Meeting 120

The Pipeline

MAY 22, 2017

Once you master self-imposed deadlines, you will see that they not only are effective for the driving success in individual sales meetings, but you’ll begin to actually set deadlines within meetings. The ticking of a clock does amazing job of either turning talk in to action, or missing the deadline when time rolls over you.

Meeting 266

Meeting Groups Resources Account 266

The Pipeline

AUGUST 24, 2011

So, here is the question, “How much time do you spend getting ready for a sales meeting?” Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

MAY 18, 2017

Start with the very end, and then use your sales meeting to work back to why your product. What’s in it for them is not who you are, what you do, who you sell for, or what you sell. What’s in it for them are the outcomes and impacts on their business. So, start your call with that.

Prospecting 205

Prospecting Infusion Cold Calling Demographics 205

The Pipeline

OCTOBER 2, 2017

We have all been to meetings where there was a lot of information exchanged, but no one left any smarter, or more willing to buy. As with most good education, it has a purpose and a destination, so should your sales meetings. The post Educate To Sell appeared first on Renbor Sales Solutions Inc.

Education 210

Education Buyer Analysis Meeting 210

The Pipeline

DECEMBER 1, 2014

Let’s be clear there is nothing wrong with sales people having an ego, the question again is intent, and the risk of an unchecked ego. I remember once telling a director that I could not imagine or fathom going to our annual sales meeting and going up on stage to receive an award other than the one for making quota.

Intent 288

Intent Face-to-face ACT Compensation 288

The Pipeline

FEBRUARY 20, 2014

While many sales people are familiar with their competitor’s product, strengths and Achilles Heel, great sales people go further to the point where they could sell the competitor’s product, better than the competitor rep can. I was talking to an IT rep last week who is big on visualizing.

Objections 300

Objections Vendor Buyer Meeting 300

The Pipeline

JULY 26, 2018

How managers can help their sales staff. Managers can help train their sales staff and get them more comfortable by implementing webcams internally. Conduct your sales meetings or trainings using webcams. And make no mistake, you need to get good at it.

Wireless 185

Wireless Fashion Cold Calling Video 185

The Pipeline

JUNE 29, 2012

By the third time, one of my client’s IT people in the meeting asked if the device had an off button. Unfortunately this is not an isolated incident; I see variations of this in sales meetings everywhere. She politely smiled, but did nothing.

Pipeline 227

Pipeline Meeting Buyer Sales Meeting 227

The Pipeline

JUNE 10, 2013

When I talk to sales people about how they start sales meetings with new potential buyers (first time they meet), most (not all) tell me they “break the ice with some small talk”, then they “get in to it!” by Tibor Shanto – tibor.shanto@sellbetter.ca.

Sports 296

Sports Meeting Exercises Buyer 296

The Pipeline

OCTOBER 23, 2013

You’ve all heard it at sales meetings, “if only we had this”, “if only it could do that”, “if it only came in red.” You may think you are not bringing that into meetings, but you are, and your buyer senses it. With virtually no difference in many category leaders, the key differentiator is the way you sell.

Objections 266

Objections Buyer Up-Sell Sales Leadership 266

The Pipeline

SEPTEMBER 5, 2016

You can see similar things unfold in sales, or at least those of us observing the drama, often the characters, you the sellers, are too close to see what the audience sees. The Tuesday after Labour Day signals the unofficial start of the home stretch for most sellers.

Sports 120

Sports Energy Quota Trends 120

The Pipeline

SEPTEMBER 18, 2014

While everyone agrees that a good sales meeting is one where the prospect speaks the majority of the time, (I’ll settle for 51%), the reality is that rarely the case in most sales calls. The more you drill down on what they say, the more they are encouraged to continue.

Buyer 300

Buyer Up-Sell Follow-up Intent 300

The Pipeline

OCTOBER 10, 2011

As a result many reps have developed the habit of having a next step strategy ( or two ) going into any sales meeting. They go through the meeting, executing their plan, and moving towards their next step or advance. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Tool.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

MAY 29, 2013

Sales people often look at me funny when I suggest they lock themselves in a boardroom or meeting room and practice their approach, be that a prospecting call, an actual sales meeting, anything important. By practicing, you become not only more confident, but master the salient points much better.

Prospecting 296

Prospecting Cold Calling Handbook Sports 296

The Pipeline

APRIL 10, 2013

The reality is that there are a lot of things going on in a sales meeting, sellers have to keep track of and balance various inputs and cues, at the same time analysing and formulating how to piece the information together in a usable way, while at the same time finding ways to move the sale forward.

Buyer 267

Buyer Intent Up-Sell Account 267

The Pipeline

MARCH 20, 2018

Many sales people’s inability to go beyond the fences of their products capabilities turns buyers off, they know they are being manipulated to say yes, but there is no conviction (or decision) behind it. This approach works well with Actively Looking Buyers, about 10% of a given market.

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205

The Pipeline

DECEMBER 7, 2015

As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or….

Decision Maker 120

Decision Maker Objections Inside Sales Buyer 120

The Pipeline

DECEMBER 23, 2011

What may happen is this loud voice may shut out others during important sales meetings as well as customers. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Pipeline 217

Pipeline Hiring Cold Calling Top of Funnel 217

The Pipeline

JANUARY 22, 2015

Tibor Shanto'

Pipeline 120

Pipeline Sales Qualified Lead Coaching Exercises 120

The Pipeline

APRIL 27, 2015

At times up to 15 hours a day; how much did you practice for your last sales meeting? This is a level of commitment many in sales are not willing to make. No doubt, but what many didn’t see was the hours of practice that allowed him to do what he did in the clubs at night.

Face-to-face 120

Face-to-face Up-Sell Follow-up Exact 120

The Pipeline

MARCH 2, 2017

Impact Questions, strategically place in a prospecting call, as part of the intro, as part of the reason to meet, and certainly as part of the taking away objections, will help you change the direction of a call, a sales meeting.

Cold Calling 120

Cold Calling Call-back Objections Prospecting 120

The Pipeline

DECEMBER 7, 2011

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

NOVEMBER 16, 2011

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

JANUARY 18, 2012

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

MAY 20, 2011

And that completely changes the dynamic of a sales meeting. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Pipeline

MARCH 7, 2012

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

FEBRUARY 8, 2012

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 15, 2012

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JULY 1, 2011

Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181