The Pipeline

To Err Is Human

The Pipeline

By Tibor Shanto. I have written in the past about how “ perfection is overrated.” The quicker you realize that the more productive you’ll be. As with many things in sales, it comes down to focus. There is no secret that I am big on execution, but always with the question “To what end?”

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A Critical Mistake In Handle Prospecting Objections

The Pipeline

By Tibor Shanto. People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection.

Move The Close Date – Not The Open Date

The Pipeline

By Tibor Shanto. Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening.

Should B2B Sales Be A Licensed Profession?

The Pipeline

By Tibor Shanto. There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

A Means to an End

The Pipeline

By Tibor Shanto. One of the most stressful moments for most salespeople comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect.

Who Are We Fooling?

The Pipeline

By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice.

Proactive Prospecting Goodies

The Pipeline

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

Selling Above The Crowd

The Pipeline

By Tibor Shanto. A few weeks back I wrote about the state of sales from a broader and collective perspective , spoiler alert: we have issues.

Obquestions – Sellers’ Objections To Buyers

The Pipeline

By Tibor Shanto. Not all objections are fatal, most, based on how we interpret and handle them, can usually add to the conversation and ultimately to converting the objecting prospect to a client. While there is a lot more to succeeding in sales than handling objections, mishandling them is usually fatal, and is why most salespeople dread objections.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Buyers Don’t Have To Take Your Call

The Pipeline

By Tibor Shanto. Truer words were never said, right, but that does not stop the tears for those who live it every day and struggle to engage with enough opportunities to drive their pipeline and results.

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Sales and Talent Toronto Networking

The Pipeline

By Tibor Shanto. The great thing about living in Toronto, is the great diversity we enjoy in all aspects of our lives.

Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.

Too Much Drama per Dollar

The Pipeline

By Tibor Shanto. Professional who excel understand that there is more to that success than just core skills. Beyond how they execute their craft, other life skills can enhance the experience for participants and the outcome. One element many top performers employ is a touch of theatre. Whether you call it “bedside manner,” “courtroom presence,” or good old swagger, there is no question that little theatre art in high school can pay big dividends down the line.

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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How To Answer The Only Question That Counts

The Pipeline

By Tibor Shanto. Last week in this blog I made the argument that sellers have to answer one question above all, the one all buyers other than owners and Board Chairmans or Persons to be somewhat PC, the question: “ If I go ahead with this, will I get fired?

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3 Reasons You Want an Objection on Prospecting Calls

The Pipeline

By Tibor Shanto. Fear of rejection can be paralyzing for many B2B sellers, it has prevented many from picking up the phone, or abandoning call way too soon. Fear of rejections trumps all potential positive outcomes.

Get Out Of Yourself!

The Pipeline

By Tibor Shanto. We all would agree, I hope, that actions speak louder than just talk; that success in sales comes from action or execution. So when what one says is in direct contrast to their action, how they execute, it is a concern, but also an explanation as to why despite all the advice available, many in sales are stuck in a rut, sustained only by a healthy market.

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How to Nail a Prospecting Call

The Pipeline

By Tibor Shanto. Sure, how many times have you seen that from pundits and talking heads like me. Well, I don’t claim to have any secrets, offer cracked codes or other usual empty promises.

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.

Voice-Mail – The Original Inbound Appointment Machine

The Pipeline

By Tibor Shanto. I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine.

The Worst 4 Letter Words In Sales

The Pipeline

By Tibor Shanto. No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. Given that there so many words, every day bringing more, that the word we’ll focus on today is a proxy for words rather than just one guilty word. The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking. Fear of Silence.

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It’s A Process Not The Bible

The Pipeline

By Tibor Shanto. A sales process is a document that attempts to bring a roadmap, some objective order to an otherwise all too subjective affair. It is not a divine document passed on to Chuck Heston by a white-bearded guy or your VP of Sales.

The Dynamics Of Objections

The Pipeline

By Tibor Shanto. No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

It’s One Thing To Believe – Another To Understand

The Pipeline

By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.

Have You Asked Yourself That?

The Pipeline

By Tibor Shanto. Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? In both, it’s down to how much strategy, planning, preparation, we do in advance; then the quality of execution, followed by review, and then over again.

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The Human Side Of Prospecting

The Pipeline

By Tibor Shanto. The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it.

No Pain – No Game?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Despite all the tools available, both for sales people to execute their craft, and for companies to “enable” them, the narrative for many in sales has remained woefully unchanged over the last thirty years.

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Getting Time On Your Side

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you manage hang on for another week, I assure you that there is life after the election, and what is waiting on the other side is not the end of the world, but the end of your sales year.

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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.

What’s My Future In Sales?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people.

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Pipeline – Stand And Defend

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Real or Fantasy.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

I Need Some Help

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. 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.

Are You Too Busy to Succeed?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . While it may not always seem that way, sales is not that complicated, notwithstanding what pundits and also rans will tell you.

How Productive Is Your Sales Stack?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca .

Scripting Prospecting Success

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There are a lot of things sellers say in the course of telephone prospecting.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.