The Pipeline

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3 Reason to Establish and Mine The Gap – Part I

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always trying to create urgency, or figure out how they can accelerate a decision. The conventional approach has been to either focus on a “pain point” the buyer may want to solve with haste.

Answers Are Only As Good As The Question

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Communication, which at the core selling/buying is, will always be a mutual exercise, which why monologues work well in theater, but not in delivering revenue or quota.

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Best Way To Motivate Your Reps: Take Away EXcuses

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Managers always ask, “How can I motivate my reps?” Of course, what they are asking is “How can I get them to do their jobs?”

Enough With The Time Management BS – Please!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Time is the most valuable resource sales people, or any people have, it is the only none renewable resource, once it is spent, it is gone forever, except for the memorise, and for many in sales the memories are not that happy, and not worth reliving.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Objections Are Only Negative IF You Allow Them To Be

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was.

Why Make The Call

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One reason many give me for not wanting to prospect, is the fact that fewer people are answering their phones, and as a result it is not as effective as other forms of prospecting.

Cooking With Sales

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I am not sure if it truly qualifies as serendipity, but I had a couple of experiences one day recently that confirmed some sales basics that we choose to ignore at times.

New Quarter – Same Approach?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . On Friday, I dropped a tongue in cheek, some might say sarcastic (or cynical) thought/comment on LinkedIn , observing how the last day of the quarter, month, and the week, made for B2B sales version of “ Triple Witching Hour ”.

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The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

What’s The Difference Between A Cold Call and Warm Call?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral.

3 Reasons Your Voice Mails Fail

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Voice mail is not going away, mostly because people will have to answer their phones rather than being able to screen calls and preserve their time and sanity for things other than bad prospecting calls.

It’s The Revenue, Stupid

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently had a conversation with a VP of sales who asked me what I thought of social selling.

Prospecting? – “Not As Much As I’d Like To”

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Why Not? I never understood why sales people and sales leaders who have anaemic pipelines and matching sales results, think they solve their issues by focusing on everything but. They need to stop symptoms, and work on curing the cause.

Questioning The Path You Are On

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . The fate of an unscheduled call to a prospect, a cold call, is determined in the first few seconds of a call, one can argue even before that.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Are You Asking The Right Questions The Wrong Way?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . How you ask a question will make a big difference in how it is answered, and the impact that has on your ability to move the process forward, get stuck, or even lose deals.

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Closing Is Easy

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the most common things I hear from sellers is “Get me in front of the right guy, and I can close them”.

Rejection In Your Face

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS.

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There Are No Rules In Sales

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s hard not to laugh sometimes when I hear sales people say something like “Well, it’s supposed to go like this…”, or “I was told to do it that way, cause when we do that the prospects do…” But instead I am empathetic to their plight and innocence.

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Make Voice Mail Work For You In Prospecting

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are strange when it comes to prospecting, specifically telephone prospecting.

“Fake Sales News” Lead To Fake Sales!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . We here in Canada have not been spared the phenomenon of fake news, although we are still working on making it the art form it is elsewhere.

Which Of These F’s Should You Give an F About?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales like many other crafts, vocations, or professions, continues to evolve, or should. Some developments come along and become the rave for a while, only to fade after a time when they are proven ineffective, this is the first F, as in Fashionable.

5 Keys to shortening the selling process

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles.

Can We Stop Accepting Average? Please!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Something has changed over the last few years, and it needs to be reversed. There is too much celebrating of average, everywhere, but especially sales.

Or – You’re Just A Boring Prospector

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I get to listen to a lot of phone calls made by a whole lot of B2B sales people.

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Time – To Let Go

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Let’s be clear, no white flags here, just a reminder that the most crucial thing to control in a winning sales career is time.

Walk’a Proud!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it.

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Never Let A Good Plan Get In The Way Of Success!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution.

A Rep’s Scream For Help

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . While not daily, on a regular basis over the last 12 years I have been called by VP’s of Sales who were extremely disappointed in the training delivered to their team by another provider. (It

The Easiest Person To Lie To Is Yourself

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”.

The Only Sales Guide You’ll Ever Need – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no shortage of sales books available to consume by anyone willing to commit to their own success. Which leaves one wondering why are so many professional sales people continue to underperform and consistently missing quota?

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What If Prospecting Were Cancer?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not to be overly dramatic, but most people who find out they have caner or any terminal disease, will immediately seek a cure, take steps to change their lifestyle or habits to alter their fate.

The Perfect Close – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Years ago, I read a stat that suggested most sales people do not read even one sales book a year, and that was before access to sales blogs and curators of blogs, and a host of other sources (of dubious quality).

Crash and Learn

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . While we are all caught up in the cheer of the season, it is important to remember that sales is not always peace, love and joy.

Phone Prospecting – Cool and Not Cool

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle.

The Difference Between Sales Pros and Amateurs – Is The Silence

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Everyone knows that the prospect should be doing most of the talking during a sales call. Knowing it and doing it, well you know. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it?

More Sales, Less Time: by Jill Konrath – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In her latest book, More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers , continues what one describe as her journey through sales.

Pain Leads To No Gain In Prospecting!

The Pipeline

A few weeks ago, I posted a piece titled “No Pain – No Game?” ” , playing off the old weight exercise motto.