The Pipeline

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.

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.

Best Time To Prospect?

The Pipeline

By Tibor Shanto. With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”.

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.

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.

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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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.

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.

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.

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

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

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

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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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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

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.

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.

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.

“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.

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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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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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.

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.

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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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.

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.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Getting On The Right Timeline

The Pipeline

By Tibor Shanto. Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better. The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”;

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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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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.

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.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

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.

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.

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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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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Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.