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EDGY Conversations: How Ordinary People Can Achieve Outrageous Results0

By Tibor Shanto - tibor.shanto@sellbetter.ca

EDGY Conversations

Those of you who have followed this blog for a while are more than familiar with Dan Waldschmidt, we have done webinars and other events, and his guest post a couple of years back Retarded Sales Behavior and The Reasons We Under-Perform, had one of the biggest responses I have had to a guest post. He never fails to deliver to his moniker of EDDY CONVERSATIONS.

Well fortunately for all of us, who enjoy edgy, or want to get the EDGE, Dan has written a book, EDGY Conversations: How Ordinary People Can Achieve Outrageous Success, an exceptional “how to manual” for ordinary people who are out to achieve truly extraordinary things. What makes it a great read and must have, is not just the content, but Dan’s innate and unique way of articulating things, to borrow from the usual book parlance “It’s a page turner!”

Dan spent four years looking at what high performers were doing in business, math, science, sports and politics. He put together 1,000 stories of ordinary people who achieved success against the odds. As a result of its breadth, this book delivers right from the start. Open a page and you’ll find everything you’ve never seen before in a traditional business book. In presentation alone the book is differentiates and engages, beautiful illustrations and vibrant colors jumping off the page just punctuate and brings the messages to life. After reading a host of books of this nature, it was pleasantly surprising to feel the lift after reading EDGY Conversations. I felt powerful and motivated and encouraged to do the hard things that lead to extraordinary success.

I had a chance to speak with Dan about the book, and what he took away from the experience. I asked him what common connections he found when he looked at high performers in business, math, sports, science and politics? He pointed to “four characteristics that we call EDGY: extreme behavior, disciplined activity, a giving mindset and a human strategy, were all prevalent in high performers, even across completely different verticals, like science and sports. The same radical beliefs that enable an Olympic competitor to push themselves beyond human capacity is the exact same belief system that enables a researcher to uncover a human biological breakthrough.

Some folks see edgy or extreme as being out there, but Dan presents a different more compelling view. When suggested that extreme, by definition, “too much” of a good thing, Dan offered up that “no, being extreme is not too much of a good thing. Extreme behaviour starts with a mindset change. It is really the core belief that you can achieve success regardless of the obstacles in your way simply through a relentless pursuit of answers. It’s a belief that by working hard enough and long enough, there isn’t anything that you can’t do. When you have that belief system, you look at problems as just another opportunity to be creative rather than bad luck or “everyone picking on you”. That mindset is important because it’s inevitable that each of us will face problems in our struggle to be successful. You can’t ever believe in yourself too much.”

Whether you are edgy in your approach to life, success or just being, or thinking about becoming successfully with an edge, this is a must read, so rather than keep you waiting, all you have to do is click here, grab your copy, and hold on.

What’s in Your Pipeline?
Tibor Shanto 

Managers – Give Up Your Phone Addiction – Sales eXchange 2230

By Tibor Shanto - tibor.shanto@sellbetter.ca

Multi tasking Manager

With all the challenges sales professionals have to face in the field, the amount of tests they endure to their patience, it is sometimes disheartening when they are disrespected by their own colleagues, especially their front line managers.

One common example is managers who answer their phone, text, e-mail during a meeting with one of their direct reports, especially during scheduled coaching or review meetings. But this happens much more regularly than many think, and I suspect, more than many of the managers guilty of the act actually realise.

While many fancy themselves as being great multi-takers, few are, we are not built that way. While we may be able to talk on the phone and press the elevator button, we are not able to do really important tasks with any degree of real quality. And what can be more important than coaching and leading your team, those people who either make you look good or real bad based on how they perform. There is no doubt on occasion, let me repeat, once in a while, something really important will come up to disturb a meeting with a team member, but I am talking about the other time.

How many times have you sat there in you managers office, and they are checking their e-mail as you speak, first on their desktop monitor and then on their smartphone just for good measure. They answer the phone, flashing the obligatory smile and the one minute gesture, which only adds to their insincerity and effectiveness as a leader.

It is bad enough that sales people to endure this type of thing in the field, they should not face it in their managers’ office. Sales people put up with people answering their phones only to tell them that they are in a meeting. Given all the tools available to people today, the overwhelming pervasiveness of caller ID and voice mail, it is hard to understand why people would answer a phone from an unknown number while they are in a meeting, unless of course they are sales managers meeting with a member of their team.

Sales people also have to put up with this in meeting with prospects, fidgeting about with their electronic pacifiers, or modern day worry-beads. While one can argue that if the prospect is so disengaged a rep should move on, it is also true that many are behind quota and see any meeting as a meeting, I guess they need to look at the outcome to come to their own conclusion. But in the end it should not be a scene they have to deal with internally with their manager, especially when the time was scheduled for them to be coached.

As an aside, I often wondered when I called someone and they tell me that they are in a meeting, whether I work my magic and get them to engage, or it is a short call, I wonder what the other person in their office feels like at the time, how fast are their priorities fading?

I remember I had a boss who felt he needed to be involved in everything, right then and there, the phone would not ring a second time before he answered it. I remember he would take a call while meeting with me, then answer his mobile when that rang, what a circus. The next time I was meeting with him and he answered his phone, I got up and walked out, I think the first time he did not even notice he got so involved in the call. The next time he looked up and asked “Where are you going?” “You must be busy, I got things to get done, and I don’t want to hold you up.” After that he never answered the phone while meeting with me.

What’s in Your Pipeline?
Tibor Shanto  

Two Webinars This Week You Don’t Want To Miss0

Webinar

Coming up tomorrow and Thursday I will be presenting two webinars dealing with two critical aspects of prospecting.

Tomorrow, Wednesday October 23Time – Prospecting – And Getting the Jump On BothI’ll be talking to the importance of sourcing the right leads, information about the individual and their companies, and securing the right and accurate contact information so you can engage with the right person for the right conversation.  Along with the good folks at eGrabber, I will present on: “Time – Prospecting – And Getting the Jump On Both“, looking at the combination of cutting edge tools available from eGrabber to help you make prospecting more time efficient and productive.  Time is the only unrenewable resource you have, the better you use it the more success you will have.  Improve your rate of connecting with the right decision makers, and you will increase prospects, sales and profits.  We will be sharing best practices and everyday techniques for improved prospecting.

Click here for more detail and registration

 

Then on Thursday, October 24 at 2:00 pm Eastern time - Cold Calling: How to Handle the Objectionworking again with the DiscoverOrg team, I will be presenting the follow up to the highly successful webinar last month on the fundamentals of effective Cold Calling, this time we will go deeper on how to handle and manage the most common objections faced while prospecting.  The goal is to provide attendees with common sense and proven practices for handling objections and initiating more conversations with buyers, and help them become customers.  Most sellers tell me: “Get me infront of the right buyer, and I will close them”.  Problem is overcoming those early awkward objection to you call, and move to selling.

Click here for more detail and registration

See You On-Line!

Schedule It (#video)0

By Tibor Shantotibor.shanto@sellbetter.ca

Biz TV

We all know the old Peter Drucker saying “What gets measured gets managed”, you can add another, this time Shanto, “if it is not scheduled, it won’t be done”.  Sellers can help themselves, their success and commissions by scheduling more key activities than they are now.

Take a look and tell me if you agree or disagreed, or schedule to do it later.

Schedule it

What’s in Your Pipeline?
Tibor Shanto

A Passion For Life1

A PASSION FOR LIFE 2

For many, summer is a time to take it back a notch, relax, and enjoy a slower pace.  For others it is a time to bear down and focus on things they want accomplish, they spend time preparing their next adventure and conquests.

If you’re not ready to left the summer drift by, and see it as an opportunity to reignite your passion and take things to the next level, we have good news for you.

On July 24, Legacy Mastery, is presenting a fantastic event in Toronto: A PASSION FOR LIFE, is a full day event pack with today’s EXCEPTIONAL LEADERS who will transform your BUSINESS, PROFESSIONAL & PERSONAL PERFORMANCE.

I know it sounds like a big statement, but the day lives up to it, here is the roster:

  • Tony Robbins – Peak Peformance – Entrepreneur, Author & Peak Performance Strategist World Authority on Leadership Psychology
  • Robert Greene – Keys to Mastery – Best Selling Author , The 48 Laws of Power, The Art of Seduction, and Mastery
  • Chip Heath – Creativity & Branding – Best Selling Author of Switch, Made to Stick and Decisive Loretta LaRoche – Work Life Balance – Acclaimed Stress Expert, Author, Humorist and Motivational Speaker
  • Joe Plumeri – Success Strategies – Chairman and CEO of Willis Group Holdings (2000-2012) CEO, Citibank North America (1999–2000); Chairman and CEO, Travelers Primerica Financial Services (1995-1999); President and Managing Partner, Shearson Lehman Brothers (1990-1993)
  • Desiree Rogers – Customer Relations – CEO, Johnson Publishing Company, LLC; White House Special Assistant to President Obama; 2009-2010, White House Social Secretary, 2009-2010

A great bill no matter what you have your eye set on, you’re bound to get the inspiration and practical steps you need to succeed.

And As you would expect, as a reader of The Pipeline, you can register now, use the code RENBOR, and receive $100.00 courtesy of Renbor Sales Solutions and the good folks at Legacy Mastery.

These events tend to fill up fast, act now to get your seat, and your $100  discount by using the code RENBOR.

Enjoy and profit!

Tibor Shanto

Trend Spotting – 201341

By Tibor Shantotibor.shanto@sellbetter.ca
trends

As we make our way back to work from time spent with family, friends and credit cards, we are about to besieged by a wave of articles, blog posts, tweets, and other sources touting the (new) trends for 2013.  I have been approached by a half dozen or so outlets asking for my input.  While I understand the purpose, I am not sure this type trend spotting adds much value to the discussion, or the ability of organizations or individuals to improve their execution.

For one thing, trends do not adhere to a calendar, they don’t bubble up around January 1, only to fade in time for the start of the next year.  Fashion does, this fall’s fashion trends have already been decided in Paris, and oohed and aahed on by Jeanne Beker; and while those wearing them this Thanksgiving will feel trendy, real sales trends evolve, form and take shape based on market conditions and voids, rather than being ushered in on a schedule.

Like fashion, some “trends” are manufactured, there to promote a cause, product, or other thing with an intended predetermined purpose, as with most manufactured goods, the end goal is profit.  Witness the social selling trend a few years ago aggressively promoted coincidentally by particular vendors with specific agendas.

While this type trend spotting has been around a while, it presents an added risk today when part of the daily practice and vernacular has people looking for “what’s trending?”.  Trends by definition are short term:

noun
1. the general course or prevailing tendency; drift;
2. style or vogue;
3. to veer in a new direction:

In sales a short term focus often makes trends more of diversion than a benefit; long term success in sales evolve in response to real market conditions.  So before you jump on any January 2013 trends, take a minute and review the outcome and accuracy of some of the trends hyped last year at this time.  Give it the 72 day test, see which “trends” proved to be accurate and sustained, which delivered value to you helping you execute your sales better, and delivered consistent success;  and which were just “trending” the way of the #KimKardashianpregnant pregnancy.

Be sure that you differentiate between “trends”, and real evolution in sales and selling; the former are distractions, while the latter presents opportunity.

I suspect that some trends being presented are a blend of prediction, wishful thinking, or self-fulfilling in nature.  Take for example the one response I did provide to a request to share a brief prediction of a trend we in the industry see impacting sales in 2013.  I submitted:

“The trend I see is benchmarking.  As the economy improves, and sales improve along with them, some sales leaders will fall back into slumber riding the wave.  The smart ones will want to know how much of the gain is due to rising tides, and how much is due to specific performance by their team.  To that they will need solid sources to benchmark to, and avoid the temptation of using anecdotal sources.”

The above reflects my discussions with sales leaders who would like to have more to benchmark against than anecdotal – blind survey based – benchmarks as a means to improve the way their teams execute.

Will this become a trend, I hope so, but just in case, I do have a plan B.

What’s in Your Pipeline?
Tibor Shanto

A Sales Association #Webinar31

“Leveraging Value from Engaging the Buyer to Closing the Sale” – A Sales Association Webinar
Tuesday, October 30 – 2 p.m. EST / 1 p.m. CST / Noon MST / 11 a.m. PST (1 hour in length)

On Tuesday October 30, I have the privilege to deliver a webinar for The Sales Association – I will be talking to specific steps sellers can take to delivering and leveraging value throughout the sale.

Almost every conversation about selling starts or ends with the concept of value. At the same time, there are as many different understandings and definitions of value as there are sellers and buyers. Without a clear and actionable definition of value, many conversations between buyers and sellers are less than effective, and do not help create a buy.

Starting with a clear definition of value, participants will learn the five-step process to leveraging value throughout the sale, from the initial engagement to winning the client.

Steps include:

  • Identifying and validating buyer’s objectives
  • Understanding why buyers really buy
  • Why Buyers buy and don’t buy from you and your company
  • Converting the above to Impact Questions for quality conversations
  • A structured follow-through approach to maximize impact and progress

Participants will learn how to use this process to create alignment with the buyer, their objectives and buying process.

Click Her to Register Now!

What’s in Your Pipeline?
Tibor Shanto

Houston, We Have The Solution!74

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston.

If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program.

Whether you are with a small company or large,  veteran or just launching your career, this workshop will give you the fundamentals needed to connect and engage with more qualified buyers.

We leave dogma at the door, this is not about old school vs. new school, this is about executing a proven methodology for prospecting more effectively and filling your pipeline with the quality prospects in the right  quantities.  This is the same program that has helps thousands of sale professionals improve their skills and increase prospects and sales.  Sales professional in dozens of companies are using the methods and process delivered in the Proactive Prospecting Workshop to deliver consistent results.

What you’ll learn…

  • Overcome the fear of cold calling
  • Develop techniques for making successful cold calls
  • Take a proactive role in filling your sales pipeline
  • Write effective e-mails – Leave voice mail messages that get returned
  • Handle Objections – win more  appointments

To learn more about the results sellers have realised just click here to read success studies, or watch what they said after attending the Proactive Prospecting Workshop.

Every New Customer begins as a Prospect!

Start filling your pipeline with Real Prospects!

Learn more at www.proactiveprospecting.com
Sign up today, seating is limited to 100 people!

Early Bird Specials Available – Multi-Attendee offers
ADDED BONUS – 500 FREE leads from LeadFerret.com
The Proactive Prospector’s Guide to Objection Handling Booklet

www.proactiveprospecting.com
Call – (855) 25-SALES

Sign Up Today! And always be confident when asked:

What’s in Your Pipeline?
Tibor Shanto

Welcome back – How Was Your Summer?69

Well here we are at that odd part of the year, while not officially the end of summer, most consider it to be; while not the final quarter, for many, September is part of the final run up to year end. In essence, harvest time! You did a lot of planting in the months before, now you want to be in a position to realize your bounty.

Seems everyone is not only back at work, but also have a “back to work” mind set; gone are the excuses (on both the buyers’ and sellers’ part) of summer.  Buyers are expected to produce for their companies as much as you are for yours, so leverage that for your mutual success.  Get out there and engage with buyers, really dig in with your discovery.

This doesn’t equate to raking them over, or pitching hard (harder), but more to sit down and understand what they need to accomplish in the next four (or so) months for them to count their year as being successful. Again, this will require a balanced approach, while you do want to focus on those thing you can add value to, you also want to ensure that you are driven by their agenda, not solely yours. To get to that, again leverage your knowledge based on past deals, wins, losses and draws, and base your discovery questions and topics on that.

Also remember that while they may have numerous objectives, they only have so much time, so help them prioritize and narrow down what is really doable in a successful way in the next 15 weeks, and what is not.  There is no benefit to them or you, if you both go down a road that will dead-end due to deadline and priorities, and leave you without a sale (at least this year).

You also need to prioritize, look at your pipeline and ask yourself two questions:

Do I have enough prospects to help you close the year the way I need to?  Remember you will need to handicap based on your closing average; meaning if you need four more sales, and you have a 3:1 closing average, you need to be able to identify 12 prospects, no room for dead wood or wishful thinking.

If you cannot identify those prospects, what is your plan to get new prospects in your pipeline, in time?

Then it’s time to act, much like farmers at harvest time, you need to focus on systematically brining in the crop, not meander aimlessly in your fields.  Having said that, farmers are also thinking about the next season, the planting season.  Ensuring their fields are ready.

Between now and the end of the year there will be a lot of focus and pressure to “close”.  Close deals, and close the year strong.  But don’t forget that as soon as the year is done, high-fives all around, the pressure will turn to Q1.  2013 looms large, so make sure that you set enough time aside to prospect for those deals that will give you a healthy and balanced pipeline on January 1, well in reality, January 2.

What’s in Your Pipeline?
Tibor Shanto

Not Only Is Talk Cheap But Misleading32

Effective communication is crucial to sales success, understanding what the client wants, how they prefer those wants addressed, and understanding what they mean, can tilt things for you or against you.  But communication is way more than the words exchanged between buyer and seller, as we all have been told communication is 60% body language, 30% intonation and tone, and only 10% verbal or words.  Yet many sales people rely too much on strictly words, both in conveying their message, and taking input from potential buyers, almost completely ignoring the other aspects of communication.

This has obvious repercussions when it comes to effective selling, and ensuring you are getting the right message to the listener in the right way.  Borrowing from the work relating to how people learn, because getting someone to change and buy from us is an exercise in educating the buyer; there are three types of learning styles: visual, auditory and kinesthetic (or tactile).   Buyers tend to fall into one of three groups when they take in, understand and absorb your message.  If you do not take steps to ensure you are incorporating all three types, you risk not fully communicating to many buyers even as you speak to them. 

Read On…

What’s in Your Pipeline?
Tibor Shanto

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