The Pipeline

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.

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.

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.

Vendor 198

See the PureCloud call center in action

All cloud contact centers are not created equal. Register now for an upcoming live demo covering supervisor, admin, and agent experience in PureCloud!

Turn Your Voice Mails Upside Down

The Pipeline

By Tibor Shanto. Sometimes it takes someone else to say something different about a familiar process, or thing, for us realize we are not as smart or executing as we thought. In this case, it was it was someone who was willing to take a technique even further in a way that leads to more significant results. In this case, how to improve voicemail success; specifically, in ways which lead to more returned calls when leaving messages. Not For The Faint Of Heart.

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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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 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.

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 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.

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.

The Easiest Path To Change

The Pipeline

By Tibor Shanto. Change is hard, and sales are all about change, and salespeople are always looking for the easiest way to get things done. Quite the mix!

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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?

It’s Too Late – You’re Done!

The Pipeline

By Tibor Shanto. I once did some work for Sears Canada and was surprised to learn, not sure why in hindsight, that the bulk of the work for the Christmas catalogue was completed in the spring. One person on the team mused “My Christmas last minute rush happens in April!” ” Good salespeople think the same way, understanding that time works differently for quota killers.

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.

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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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.

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.

Time To Get Around To It

The Pipeline

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

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 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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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.

Vendor 282

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.

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.

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.

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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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.

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.

Travel 264

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.

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

Sales 247

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.

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.

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.

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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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.

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.

Margin 322

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!