Welcome to The Pipeline.

The Best Time To Cold Call? – Sales eXecution 2581

By Tibor Shanto - tibor.shanto@sellbetter.ca 

TV Head

Buyer beware!

It seems over the last few months there is more and more advice coming from many sources on the merits of cold calling, (ya I know), and some so called “Rules and Best Practices”. But consider the source of expertise before you jump in. As with many things in sales, especially cold calling, for lasting success, you’re better off looking to your buyers than people jumping on bandwagons.

Here is an example why:

Hey, if you liked what you saw here, invite me to speak at your next meeting!

What’s in Your Pipeline?
Tibor Shanto 

Starting On-line – Closing it Off-line (#video)1

By Tibor Shanto - tibor.shanto@sellbetter.ca

TV Head

On May 8, 2014, I had the opportunity to do a Google Hangout with Stewart Rogers, of Salesformics (affiliate link). We touched on a range of topics relating to sales, sales tools, automation, social selling and more. The clip below is a highlight, we talk about the upside of marketing automation for sales people, and an example of a sales that started online, in a social discussion, moved off line and into the win column.

You can watch the entire 30 minute Hangout by clicking here.

Hey, if you liked what you saw here, invite me to speak at your next meeting!

What’s in Your Pipeline?
Tibor Shanto 

 

It’s Really Not This vs. That – Sales eXecution 2510

By Tibor Shanto - tibor.shanto@sellbetter.ca

TV Head

A few weeks back I asked in a post What’s Your Favourite Hyphenated Selling, and many missed the point, and actually told me why one “type” of selling is better than the other. Many pundits and so called experts will tell you that this “type selling does not work anymore, only that type (their type) does.” Good sellers understand that it is not vs. the other, but how do I combine and expand to make the best of all possible techniques and tools to deliver value for the buyer.

Have a look, and tell me what you think:

What’s in Your Pipeline?
Tibor Shanto 

 

 

Social Trust and Sales (#video)3

By Tibor Shanto - tibor.shanto@sellbetter.ca

TV Head

Monday I shared a clip from a discussion I had with Heidi Schwende, Chief Digital Officer & Certified Internet Consultant WSI Digital Moxie, part of WSI Internet Consulting. The interview explored the importance of and the “how to’s” of SOCIALIZING YOUR SALES SUCCESS.

Today’s snippet captures the discussion about trust, the lack there of for some traditional channels, while at the same time the elevated level of trust among social peers.

Click here to see the entire interview, let us know what you think.

What’s in Your Pipeline?
Tibor Shanto 

Socializing Your Sales Success – Sales eXecution 2480

By Tibor Shanto - tibor.shanto@sellbetter.ca

change

A few weeks back I had the opportunity to it down for a discussion with Heidi Schwende, Chief Digital Officer & Certified Internet Consultant WSI Digital Moxie, part of WSI Internet Consulting. The interview explored the importance of and the “how to’s” of SOCIALIZING YOUR SALES SUCCESS.

Today I am presenting a small taste specifically focused on the shift in buyer behaviour, expectation and the impact of social selling on sales people and the way we sell.

Click here to see the entire interview, and come back Thursday for another snippet.

What’s in Your Pipeline?
Tibor Shanto 

The Pipeline Interview with Jeff Shore – Sales eXchange 2300

By Tibor Shanto - tibor.shanto@sellbetter.ca

The Microphone

I recently had the opportunity to sit down and talk to Jeff Shore, a leading sales coach, speaker, and author. We sat down to discuss his upcoming book: “BE BOLD AND WIN THE SALE”.

It is no secret that to change the outcome in sales, you need to change the behaviour of sellers, this in turn changes their execution. The question is how do you change behaviour.  This is the focus of “BE BOLD AND WIN THE SALE”, and the focus of the interview.

Jeff highlights specific things sellers and organizations can do to to begin the transformation and win sales. Take a look, and pick up the book when it comes out January 3, 2014, and go out and win sales.

What’s in Your Pipeline?
Tibor Shanto

Yield Per Call – Best Measure (#video)0

By Tibor Shanto - tibor.shanto@sellbetter.ca

TV Head

We are all familiar with the concept of yield per call, based on revenue targets, how much do we need to generate per hour of selling, this assumes you are productively selling every available hour.

The real test however is the perceived value your prospect got from the call, was it time well spent, will it yield a return for them, without a resounding yes, you risk not realising your yield per call.

The question you need to answer is would the buyer pay for the hour with you, or how much would they pay for that hour with you, based on that, it needs to meet their yield per call, which is likely measured and based on an entirely different value scale. Take a look:

What’s in Your Pipeline?
Tibor Shanto

Small Business Week – BNN Interview (#video)0

By Tibor Shanto - tibor.shanto@sellbetter.ca

TV Head

This week is Small Business Week in Canada, as part of that BNN, Canada’s business news television network is running features highlighting the Canadian small business space, and looking at trend and advice for the small business community.

 

On Monday I had the pleasure of discussing how small business owners approach hiring sales talent, what works, and what they should avoid.

 

Take a look, and as always, share your thoughts, leave a comment.

 

What’s in Your Pipeline?
Tibor Shanto

 

It’s Only an Emergency if You Haven’t Planned for It (#video)2

By Tibor Shanto - tibor.shanto@sellbetter.ca

Biz TV

Many emergencies can be anticipated and planned for, thereby limiting their impact and your ability to succeed. On the other hand, many prefer emergencies to some key sales activities, like prospecting, so any emergency will do. Take a look to see what I mean:

Not Emergency

What’s in Your Pipeline?
Tibor Shanto

 

 

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

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