Welcome to The Pipeline.

What’s A Better Seller? – Sales eXchange 1990

By Tibor Shantotibor.shanto@sellbetter.ca

Blue Collar

Last Wednesday I had the pleasure of discussing sales and selling with Charles Adler, Canada’s Boss of Talk.  Charles had read my piece in the Globe and Mail on the difference between a blue-collar approach to selling and the white-collar approach.  We explored other aspects of sales and successful people, take a listen, and let me know or Charles (@charlesadler), know what you think.


What’s in Your Pipeline?
Tibor Shanto

Media Round Up55

Seems I have been popping up all over the place over the last few weeks.  Some outlets have picked up some of my writing, while others have done a full-blown feature on myself and Renbor Sales Solutions.

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Canadian Business Journal, the leading Canadian B2B publication has done a feature on the work Renbor does along with some of the views I take on sales.  You can read or download a copy here, to share with friends, family, fellow churchgoers, or just to have nearby while preparing for next big sales call.

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In the March edition of Office Technology, published by Business Technology Association, published a piece on sales cycles and how to shorten them, titled “Shorter Sales Cycles”.  Click her for the PDF.

Meantime, in the current edition of SOLD, features a piece called “Don’t Let price be the Eternal Boogieman“.  To see this and other articles on sales success, just click here.

Coming up in the next week or two, if you are in the Greater Toronto Area, you’ll be able to see me on Rogers TV In Business – discussing prospecting and the upcoming Proactive Prospecting Workshop in Markham.

On March 14, I will be on The Sales Management Issues interviews with Jonathan Farrington.  And finally, again with Jonathan Farrington on Top Sales World Hard Talk on March 19.

While not everything you ever wanted to know about sales, a good cross section of solid sales advice as we head into spring.

As always, if you have questions, comments, or just want to talk back, please do so, it makes things much more interesting for all.

Next Step

  • Download
  • Listen
  • Watch
  • Read

What’s in Your Pipeline?
Tibor Shanto

The Right Way to Use Demos in Technology Sales21

Not too long ago I wrote a piece on the misuse of “demos” by some sales people, called “Demo is  a Four Letter Word”.  The folks over at OpenView Labs, asked me to expand on the thought, specifically how it would pertain to technology sales.  You can hear the exchange below, and then visit OpenView Labs for a transcript on more great info.  As always, let me know if you agree, disagree, or I suspect, could care less.

Happy demoing, better selling!

Openview – Demos

Next Steps

  • Use the demo to “Close” not to open
  • Focus on the buyer’s objectives, and “demo” how you can address them positively
  • Agree in advance on expectations and how they will be measured

What’s in Your Pipeline?
Tibor Shanto

Goal Achievers Radio Interview17

Most of us in sales are familiar with Napoleon Hill and Think & Grow Rich, and the wide following it has, so I was flattered when Tom Cunningham, a Napoleon Hill Foundation Certified Instructor, invited me to appear as a guest on Goal Achievers Radio Interview program.  We covered a number of topics relating to sales and success.

In the segment below we discussed the importance of “actioned information”, and its role in sales success.  Finding the balance between having enough of the right information that you can actually action and move the sale forward, versus the time invested in “researching” and not auctioning the results, especially when the time you invested/wasted is not recoverable.  As always the goal is to provide a couple of actionable things you can implement in your selling.  While this is just one segment, we’ll be posting others in the coming weeks.

Goal Achievers Radio Interview 1

What’s in Your Pipeline?
Tibor Shanto

Intrepid Radio36

Earlier this year I had the great opportunity to be on the air with Todd Schnick, of Intrepid Radio (http://intrepid-llc.com/intrepidradio/).  We talked sales, some new nuggets, some familiar favourites, but always with an eye to execution.

Below is Part One of our discussion, use what you can.

Intrepid Part 1

What’s in Your Pipeline?
Tibor Shanto

Did Sales 2.0 Kill Cold Calling?51

You may recall a while back I posted on whether cold calling is dead or not.  While most seem to agree that not only is cold calling not dead, but has a place alongside other strategies and tactics required to engage with potential buyers, prospects.

A couple of weeks ago another article came along, going further suggesting that it was Sales 2.0 that killed cold calling, it seems it was a case of justifiable homicide.   Interesting, here we have something that is not dead, but we have a confession of murder.

It was in the midst of that confusion, that I was asked by Jonathan Farrington of Top Sales World if I felt that Sales 2. Had killed cold calling.  Hear the answer and let us know your view.

Has Sales 2.0 killed cold calling?

What’s in Your Pipeline?
Tibor Shanto

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Sales and Time51

The White Paper and the Interview

Even with the advances of automation in sales related tools, sales people are still challenged to get everything they need to get done on time.  Every day seems to get shorter and we seem to be able to get less done.  Many try different “Time Management” techniques, only to discover that much like fad diets, they are short-term fixes; as they fall off the routine, they gain even more weight back, and with time they fall further behind.

In a White Paper prepared for Top Sales World, I look at the relationship between sales, time, activity and success and offer up concrete alternatives to stupid concepts like Time Management and Multi-Tasking.  Listen to the interview below for an introduction, and then download the White Paper to get a hold of time and use it in a more productive fashion.  Remember you can only do two things with time: use it productively – or – waste it.

Download it now, before you run out of time!

What’s in Your Pipeline?
Tibor Shanto


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Objection Handling13

Focus Roundtable:

Objection Handling — What the Experts Recommend

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Earlier this month, on June 6, I had the opportunity to participate in a Focus Roundtable: Objection Handling – What the Experts Recommend.  The other people on the panel were Ellen Bristol, and Dave Brock, the Roundtable was hosted by Mr. Funnelholic himself, Craig Rosenberg.

The topic speaks for itself, and there was a good discussion around the cause for objections, how to manage, and the reality that there is life and sales, after objections!

You can listen to the discussion by clicking here, and on the same page, you can download the transcript.

Enjoy, and be on the lookout for part 2 soon, if there are no objections.

What’s in Your Pipeline?
Tibor Shanto


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