The Pipeline

Your Numbers Suck

The Pipeline

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean.

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How Is Your Sales Commentary?

The Pipeline

The post How Is Your Sales Commentary? appeared first on TiborShanto.com. 04 - General Sales Attitude execution Tibor Shanto Video

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Exhibit Something Different

The Pipeline

By Tibor Shanto. Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling.

Look At Objections From A Different Direction

The Pipeline

By Tibor Shanto. I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Maximize Every Prospecting Call

The Pipeline

By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings.

Why “Content First” Salespeople Have an Edge

The Pipeline

The Pipeline Guest Post -Susan Varty. Imagine you had everything you needed to say at your fingertips. All the customized emails, personalized messages, all the marketing materials, all the product benefits, and all of the relevant articles you would love to send your prospects.

Environmentally Friendly Prospecting

The Pipeline

By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events.

The Complete Salesperson

The Pipeline

By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to. For instance, at the gym, where you see someone with a well-developed upper body, standing on two twigs.

Why Hold A Grudge?

The Pipeline

By Tibor Shanto. The start of any quarter is an opportunity to step back take stock and recommit to your success.

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How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Are You Moving Forward or In Circles?

The Pipeline

Share Tweet Share 2. By Tibor Shanto. In every cultural ritual, say like sales, that unfolds over and over, not just for the individuals involved in it day to day, selling and buying, buying and selling, and over again; people tend to see events as they unfold, through their narrow set of filters.

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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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.

Shifting Prospecting Habits

The Pipeline

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Beating your Stress Quota

The Pipeline

By Tibor Shanto. We live in stressful times , no matter what we do, stress will be a factor, especially in sales. What we stress over will vary. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress.

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A Cold Call By Any Other Name

The Pipeline

By Tibor Shanto. The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. Most picture opening the yellow pages, picking a business at random, dialling and barking “Wanna buy, wanna buy, wanna buy?” on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled.

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.

Beating your Stress Quota

The Pipeline

By Tibor Shanto. Stress is something we all deal with no matter what we do; what we stress over will vary, but we live in stressful times. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Don’t Sell Yourself Short

The Pipeline

By Tibor Shanto. I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1.

Focus Your Prospecting Purpose

The Pipeline

By Tibor Shanto. How you think about your pipeline, will drive your approach to ensure it leads to your objectives, which by extension should dictate your actions. Strategy-Planning-Execution. Simple, yet elusive at the same time, most people are good at planning, yet fall short on execution.

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.

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.

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.

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.

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.

“Are You Experienced?”

The Pipeline

By Tibor Shanto. There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role.

People May Not Answer The Phone – But They Listen To Voicemail

The Pipeline

By Tibor Shanto. One reason many anti-phoners, will give you for not using that most noble sales instrument (the phone), is that no one picks up. As though that was some form of barrier or obstacle or a reason for not leveraging the phone in your sales and prospecting success. Let’s be real, anti-phoners are the sales equivalent of anti-vaxxers. Fortunately, anti-phoners only stunt your pipeline and revenues, not your kids. One Track Mind.

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.

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 Proven Voicemail Tips

The Pipeline

By Tibor Shanto. While it has been near 40 years that voicemail has been the constant companion to sales professionals, it still seems to challenge many, especially when it comes to connecting with unknown buyers. How do you get them to call you back and still hold your own?” Most salespeople I speak to, opt out and don’t leave a message the first time to an unknown prospect.

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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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.

Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

Presentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint. What you (and your learners) want is dynamic, visual, interactive content that’s compelling and memorable. That’s the kind of content that engages learners, and develops lasting behavior change. In this session, you’ll see how you can do all of that using only PowerPoint - and once that’s finished, we’ll look at how you can take this engaging eLearning content and easily repurpose it to create sales collateral for your teams to use with clients.

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.

Why Don’t You Ask That Question?

The Pipeline

By Tibor Shanto. What-ifs, Maybes And Might-have-beens” is no tag line for your pipeline, (probably why Gerald never looked at sales as a vocational option). However, it does describe many conversations I have with people up and down the food chain. Regrets about doing things, not doing things, left wondering. Questions are a specific example; salespeople will say “I should have asked,” or worse, “I wanted to ask, but”; that last one breaks my heart, every time. Why Not?

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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.

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.

Mind the Gap: The Importance of Diverse Sales Training

Speaker: Cynthia Barnes, Founder and CEO, NAWSP

Cynthia Barnes, Founder and CEO of the National Association of Women Sales Professionals, knows that, when it comes to career advancement, training is absolutely crucial – and as any eLearning professional would tell you, the more relatable and personalized your training is, the more effective it will be. Join us and Cynthia for an in-depth webinar covering the value of diversity in sales training, and the crucial importance of bringing more voices into the space.