The Pipeline

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.

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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Solving The Symptom Not The Cause

The Pipeline

By Tibor Shanto. Prospecting for new opportunities is a tense activity especially telephone prospecting. There are so many variables, too many things we can not predict or control.

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

The Only Question You Have To Answer

The Pipeline

By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first. Will I Get Fired? Will I save?

Context in Blowing Sales

The Pipeline

By Tibor Shanto. In the past, I have spoken about the importance of dynamics in sales from prospecting to close.

3 Things To Spice Up Summer Sales

The Pipeline

By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

What Do You Mean No?

The Pipeline

By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO.

3 Voice Mail Techniques You Should Use

The Pipeline

By Tibor Shanto. Some things just never get old, summer vacations, cold beer on a warm night, and if you are a seller: Voice Mail; who doesn’t love it? I figure most of us don’t but does that not change the fact that 90% of outbound (cold) calls you make will end up in voice mail. You can run and hide like many do or accept reality and bend it to work for you. Here I’ll share three things you should be doing with voice mail to increase your success.

Webcams are a necessity for virtual sales professionals

The Pipeline

The Pipeline Guest Post – By Wayne Turmel. It’s not your father’s world of sales any more. The simple days of calling a client and doing a deal over coffee are long gone. Now, clients can screen calls, send our emails to spam and reject our sales pitches without ever having to look us in the eyes. Is this actually the death of salesmen? Not really. We may now live in a digital culture with all sorts of wireless gadgets, but nothing has replaced good, old-fashioned salesmanship.

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.

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.

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.

Would You Watch An Autonomous F1 Race?

The Pipeline

By Tibor Shanto. In disruptive time you need to take a disruptive approach to learning and adopting, One method that allows you to better understand something you have been close to for some time is to look at it through a new set of filters.

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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Time To Get Around To It

The Pipeline

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

Selling Outputs Not Inputs

The Pipeline

By Tibor Shanto. I was talking with a rep from an IT reseller last week, who was facing what she felt was an insurmountable challenge. She was facing a renewal for a product with one of her clients where the product being resold had gone up in price by some 300%. I’m not talking about Martin Shkreli type increases; to be fair to the manufacturer the product was solid, clients loved, but being innovators, they just hadn’t got around to reviewing the pricing since its release years ago.

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 an how to add it throughout the sales process!

Who Is Your Best Prospect?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client.

Risk vs. Uncertainty

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Risk and certainty are not the same, but listening to the way many speak, it is easy to get the impression that even native English speakers often mix and interchange the two.

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It’s Not A Race

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. It is easy to see why people in sales, at all levels, are infatuated by speed, or as the hipsters say, velocity.

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Get Your Pumpkin Spiced Leads

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Yes, boys and girls, tomorrow being Halloween, it is the last day to get your Pumpkin Spiced Leads, come November 1, Starbuck rolls out their Christmas and Chanukah cups, and it’s all downhill from there.

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Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.

Confusing Journey With Destination

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. I spent the weekend with some friends who were planning an overseas vacation next spring.

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I Don’t See What You Mean

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Some may remember the first video/song ever played on MTV, was The Buggles. Video Killed the Radio Star. The message was clear, we are visual creature, and prefer a visual presentation over other means.

What Has To Happen Next?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. A simple question at first glance, but when you ask people in a given vocation or profession, it is staggering how many different answers one gets, and more stunning is the number of people who can’t give you a clear answer.

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Merry Christmas

The Pipeline

Join us for some Christmas cheer at out new site www.TiborShanto.com. The post Merry Christmas appeared first on Renbor Sales Solutions Inc

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Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

Gaining and Maintaining Momentum

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. It has been a while since I have had the opportunity to speak with Michele Price , but I recently found this segment we did.

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.

If It’s Not Broken – Break It

The Pipeline

By Tibor Shanto. Everybody wants to be disruptive, well, in reality, everyone wants to be AI, but when it seems a bit of a stretch, they settle for ‘disruptive.’ ’ But like charity, disruption begins at home. There is no doubt that sales is a people game, which means the experience buyers have with us during the cycle, and how we make buyers feel will have a direct impact on the outcome.

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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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The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

‘NO’ Is Deceiving

The Pipeline

By Tibor Shanto. Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. But objections are dynamic, just like the buy/sell cycle, and as such our ability to recognize them and deal with them effectively needs to be as or probably more dynamic.

It’s The Reaction – Not The Action

The Pipeline

By Tibor Shanto. “I may make you feel but I can’t make you think” Gerald Bostock. Those of you who have followed Gerald over the years know that he has dabbled in careers from banking to preaching, but had he picked sales as a career, he could have leveraged his observation above and found a stable, rewarding and reliable source of income.

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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The Change Game

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . No matter how one slices it, sales is a game of change. If you are the incumbent, the best way to avoid a client to change vendors, is to continuously introduce change in how your product helps the client achieve their objectives.

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Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.