The Pipeline

Diversity In Sales – Your Obvious Advantage

The Pipeline

By Tibor Shanto – While we can talk about the style of leadership, I think most agree that one of the primary mandates of a sales leader, is to ensure that they equip their team with the best resources; be that IT resources or human resources.

Lie To Me Like Everyone Else Does

The Pipeline

By Tibor Shanto – . Revenue, finding it, winning it keeping it, is more than sales, and certainly more than just one says. Winning growing and retaining clients (the source of revenue), may be centered around sales, but involves other key groups.

Trending Sources

Why You Want Sales To Be A Numbers Game

The Pipeline

By Tibor Shanto – . If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game.

Best Way To Motivate Your Reps: Take Away EXcuses

The Pipeline

By Tibor Shanto – . 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?”

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

Answers Are Only As Good As The Question

The Pipeline

By Tibor Shanto – . 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.

Buyer 44

A Stranger In Your Own Deal?

The Pipeline

By Tibor Shanto – . It’s interesting to see how different sales people and organisations deal with lost deals.

March Sadness

The Pipeline

By Tibor Shanto – . I recall reading Skip Miller’s “ProActive Sales Management”, where he states: “If you, as a sales manager, do not know if you are going to make the year after the first quarter, the battle is over. Now you better be lucky.”

Quota 44

Slow & Low – The Right Recipe For Great Prospecting

The Pipeline

By Tibor Shanto – . Next week both Canada and the US celebrate their respective independence days, which means barbecues galore, and as you may have guessed, an opportune lesson for cold callers everywhere.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Enough With The Time Management BS – Please!

The Pipeline

By Tibor Shanto – . 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.

What’s Your Buyer’s Closing Ratio

The Pipeline

By Tibor Shanto – . While it is important to understand your personal metrics, mostly as a means of improving your use of time, and to develop an ongoing improvement process.

Buyer 39

Don’t Just Do Something – Sit There!

The Pipeline

By Tibor Shanto – . All too many people confuse activity or action with productivity or results. Think of how many times the best thing you can say about a movie or a game is that it was “action filled”.

ACT 41

Why Make The Call

The Pipeline

By Tibor Shanto – . 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.

3 Reasons Your Voice Mails Fail

The Pipeline

By Tibor Shanto – . 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.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

The Best Sellers Are Cheaters

The Pipeline

By Tibor Shanto – . You can slice it six ways from Sunday, the best sales people are the ones who maximize and do most with their time.

Quota 41

Hypothetically Speaking

The Pipeline

By Tibor Shanto – . It is easy to understand why some, especially in business, don’t like hypotheticals, they want to deal with facts, and tangible things that impact their business.

Are your prospecting calls a long run off a short pier?

The Pipeline

By Tibor Shanto – . Sellers are a wonderfully optimistic lot, having drank the Kool Aid about their “solution”, believing that they are indeed the cavalry coming over the hill to heal all that pains their potential prospects.

Inaction Risk

The Pipeline

By Tibor Shanto – . Risk is a big factor in sales, and there are many ways to manage, mitigate and manoeuvre risk. One can argue the biggest risk for both buyers and sellers is unforeseen risk, by any involved in the journey.

ACT 37

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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

The Pipeline

By Tibor Shanto – . 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.

When All Else Fails

The Pipeline

By Tibor Shanto – . I recently had the pleasure of recording a podcast with Jeb Blount , as part of the addition of Proactive Prospecting Program to Sales Gravy University.

Quota 40

Selling In The Past

The Pipeline

By Tibor Shanto – . Proactive Prospecting Summer – Part 5. Last week in the Proactive Prospecting Summer series, we looked at how to respond to the question of “What Do You Sell”.

Objections Are Only Negative IF You Allow Them To Be

The Pipeline

By Tibor Shanto – . 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.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

The Lost Art of Closing

The Pipeline

Back in October of last year, I reviewed Anthony Iannarino’s The Last Sales Guide you’ll Ever Need. Not one to rest on laurels, Anthony is about to release his next epic, The Lost Art Of Closing.

Let’s Make A decision!

The Pipeline

By Tibor Shanto – . We’ve all been there, a real-life version of the popular game show. You’ve done your work, and have arrived at that final fateful stage of the sales. Three possibilities, three doors: A positive Decision. A negative Decision. No Decision.

Buyer 40

Success Breeds Prospects

The Pipeline

By Tibor Shanto – . Most sales people tend to ease off on their prospecting when they have a healthy pipeline.

3 Reason to Establish and Mine The Gap – Part I

The Pipeline

By Tibor Shanto – . 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.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

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

The Pipeline

By Tibor Shanto – . 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.

You Are Where You Are By Choice

The Pipeline

By Tibor Shanto – . I had a couple of interesting conversations with two reps recently during a break in a workshop. Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career.

ACT 37

Cooking With Sales

The Pipeline

By Tibor Shanto – . 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.

Confusing Choice with Decision

The Pipeline

By Tibor Shanto – . We all know the expression “ Often a bridesmaid but never a bride ”, we see it playing out in sales daily.

Sales Training Playbook by Lessonl

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

There Are No Rules In Sales

The Pipeline

By Tibor Shanto – . 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.

What Do You Sell?

The Pipeline

By Tibor Shanto – . Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call.

It’s The Revenue, Stupid

The Pipeline

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

Make Voice Mail Work For You In Prospecting

The Pipeline

By Tibor Shanto – . Sales people are strange when it comes to prospecting, specifically telephone prospecting.

The Art of Social Selling -- Summarized by getAbstract

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