Welcome to The Pipeline.

Is It 2016 Already? #BBSradio #podcast0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Radio Renbor the pipe

As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities.  Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.  Balance is the key, if we focus only on the end of the year, we will pay for it at the start of the next year.  Take a listen to a discussion I had with Michele, and give us your thoughts.

Check Out Marketing Podcasts at Blog Talk Radio with Breakthroughbusiness on BlogTalkRadio

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Q&A at Plug and Play #video – Sales eXecution 3130

By Tibor Shanto – tibor.shanto@sellbetter.ca

TV Head

In September I had the opportunity to meet with some up and coming companies at Plug and Play Tech Center in Sunnyvale.  After the meeting, I was asked to share some specifics about selling and our approach to driving value from prospecting call to growing your clients.  Take a look below, and feel free to reach out if anything strikes a chord or close to home.

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Ready – Set – Go Part I0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

iStock_start biz race resized

Tuesday we enter the “final half” of the sales year, the unofficial intermission that is summer comes to a figurative end, and harvest season is upon us. Now if you did a good job of ploughing, seeding and nurturing (even fertilizing), in the spring, you are truly in a position to harvest. On the other hand, if you did not tend to your pipeline before the summer, you’re left hoping for rapid growth season before winter descends on your income; too bad they don’t make Miracle-Gro® for pipelines.

Based on which of the above groups you are in, you will need to attack September – December in different ways. If you are in the first group, and invested the time and effort early in the year, and set yourself up for a bumper crop, you have two areas of focus, first to fully harvest and maximize your opportunities; second to set yourself up for success in 2016.

To fully maximize opportunities, start early, segment your pipeline in to two general groups, those that are truly just in need of harvesting, and those that still need some work to complete. In this latter group I would take a close look at those opportunities that based on past experience have the attributes of a deal likely to close this year, and those that, on sober consideration, are not likely to close this year, but will/may likely slip into next year. To be clear this is not to say that you toss or forget or sandbag, in fact the opposite, work them, because they will contribute to next year’s quota, but be practical and think about how you spend your time proportionally. Time is not recyclable, leads (and opportunities) are, invest your time in a way that yields maximum results, now and in the future; divide your time to skew towards those opportunities that are ripe and ready to happen now.

With the opportunities that will close, it is all about coverage, and focus. Start with a recommitment to having a plan and executing that plan. The challenge as always, is having a plan aligned to the buyer’s objective and demonstrating your ability to impact and drive those objectives. Part of that plan is understanding what needs to happen at each stage in order to continue to move the opportunity forward based on previous deals. Map it out so you can identify critical points along the buy/sell trip, and critical actions required to successfully complete those critical points. The map is your planning tool for your meetings and encounters with buyers, helping both you and them agree on next steps and move towards desired and identified outcomes. This will help you accelerate deals, and free up bandwidth to prospect and set yourself up for next year.

Now if you are in the other group, in a panic to make something of the year, tune in next Monday for Part II of Ready – Set – Go.

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Successful Voice Mails are like Bikinis! – Sales eXecution 3091

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Voice mail 3

They always say it is good to borrow perspectives from different fields as a means of perhaps learning something unanticipated about your day-to-day work. With that in mind, I’d like to use a perspective I learned some time back from someone in finance. This individual had an interesting view of financial statements:

“Financial statements are like bikinis, what they reveal is interesting, but what hide or don’t show is even more compelling.”

And that’s a great perspective to bring to voice mail.

There is no middle ground with voice mail, you either have those who leave no message, and at the other end are people who don’t just leave a message, but proceed to dump their brains out when leaving a voice mail.

Not leaving a message is just silly, why invest the time and effort in making the call, then listening to the target’s out going message (and most listen), only to hang up without a mark. Those who do leave a big fat message, tell me “well if I leave a compelling enough message, the prospect is bound to call me back”. Ya, because the world is such a rational place, let me guess, they probably call with a checkbook in hand asking “where do I sign?” Right.

If you listen to 90% of outgoing voice mail messages, they ask you to “please leave a detailed message”. And most sellers, wanting be liked and looking to form a relationship, comply. If you thought sales people can “spray and pray” live, they take it to an entirely different art form when it comes to voice mail messages they leave.

Why do these prospects want “a detailed message”? Because they want to protect their most precious resource, time. They want to know exactly why NOT to call you back. The more your message conforms to their request for detail, the more they know why they don’t need to call you back, and they can use that time and energy to deal with one of the other many things they are trying to cram in to their day.

Which is why you want your voice mail to be like a bikini, seductive yet not completely revealing. Seductive enough for you to say “OK, this interesting, show me more”.

Your goal or objective for voice mail is to get a call back and nothing else; a crucial point many miss. This is why we often get the Tolstoy equivalent of voice mail, rambling messages that provide every detail about the caller and the reason for the call. Detail leads to no call back. A lack of detail, where crucial elements are not revealed, think bikini, leads to more call backs, and more of the only measure of success with voice mail, a return call.

The human mind hates a mystery, and will take steps to resolve them, all relative to the context. Ever been talking about a movie with a group of people, and none of you can remember the name of the lead actor. It gnaws away until someone remembers the name, and there is a collective sense of relief.

The best voice mail are ones that create that same feel, a mix of compelling facts, and insufficient data. Info that is compelling enough, but insufficient enough to draw a conclusion. This will leave the recipient with the choice of putting the whole message out of their mind, or pick up the phone, dial the number left, in the hope of completing the picture.

For specific details of a quality voice mail, watch these videos:

youtube Understanding and Leveraging the Dynamics of Voice Mail 

 The Step by Step of a Great Voice Mail

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3 Elements of a First prospecting E-Mail – Sales eXecution 3051

By Tibor Shanto – tibor.shanto@sellbetter.ca 

e-mail new

While in Canada e-mail has been neutered by our supposed business friendly Prime Minister, in other parts of the free world, e-mail continues to be an effective way to initiate engagement with new potential buyers.  And while some may be shaking their head in disbelief, done right it contributes to prospecting success, but as usual, its down to what and how – the execution.

First thing is defining success. Many believe that success is the prospect calling you back and asking “where do I buy?” But remember “Prospects are Created – not Found”, e-mail plays a role in that creation. In an environment where it could take 8, 9, 10 or more attempts to get a response from a potential buyer, a good e-mail can be a good touch point, and lead to an initial contact, then engagement, purchase, relationship, kids, divorce, and all over again.

But let us approach as we would going for the Holy Grail, a cold e-mail that leads to engagement. What are the three crucial elements?

  1. Subject Line
  2. Body of Message
  3. The Close

Do all these well and you have a shot, miss the mark on one, and you’re beat.

In light of the fact that most e-mail these days will be viewed on a hand held, we’ll present things from that standpoint, the good news is that if you do the mobile e-mail right, it also translates to success for those reading it on a desktop or tablet.
1. Subject Line – if the party you are writing does not know you, the Subject Line becomes the first pint of triage. It will determine whether they open it, save it for later reading (ya, later, OK), or just delete it at the speed of light. As a result you have two choices, you can mix them up, see if you see a pattern based on role, industry or other factors.

First method, not mine but based on a study of some 30 million e-mails, suggests that having nothing in the Subject Line. Nothing or ‘RE:’ followed by nothing. In some ways it makes sense, human curiosity, drives people to bring down the thumb find out.

But my preferred method takes this further and drives the two elements that follow. I like to use the final call to action, The Close, element 3, as the Subject Line. So if at the end of your e-mail you propose a call Friday at 2:30 pm, then use that as the Subject Line, but add a question mark at the end.

Subject: Call Friday at 2:30?

The natural instinct is to see if you had in fact forgot a call, or scheduled one in error, or if your admin had put something in that you missed. The effect is the same “Did I miss something, let me check this out, let’s take a look.” Leading is to element 2.

2. Body of Massage – the body needs to have two must things, first brevity, second no fat.

I can’t emphasise the importance of being brief. Two lines at most. I want you to be guided by the “Two Flicks of the Thumb Rule.” The first flick is to scroll down once; the second is either Reply or Delete. Which is why we have no room for fat.

The best way to achieve that is to include and highlight only those things that speak to the prospect. Nothing about you, nothing about your company, just how you can help them deliver against their objectives. This is harder that it sounds, because as sales people are geared to talk about their value prop, and other irrelevant things.

Based on your research, previous experience, and those things you learn from 360 Degree Deal View,  Identify a specific impact or outcome you can deliver based on your assessment of their objectives, and speak to that.

I am writing to schedule a call to share with you how we helped Close Competitor Inc., add an additional service call for each of their trucks on a daily basis, leading to an 8% increase in revenue, 11% increase in margins, and a 12% improvement on return on assets…

Which brings us to the third element, The Close.

3. The Close – is your call to action, the ask from the call, and as we know from the Subject Line, it is a call Friday at 2:30 pm. So continuing from element 2:

“…leading to an 8% increased in revenue, 11% increase in margins, and a 12% improvement on return on assets. I will call you for an introductory call Friday at 2:30.

Thank you,
Alfred E. Neuman”

The important thing to remember is that this e-mail may be one of a number of touch points, and it is important that it is planned in context of a complete pursuit plan. If this e-mail is the first contact, what will follow, if you had phoned prior, how does this e-mail fit in? The specific version above is geared as a first e-mail, if you had called and sent a previous e-mail, you will need to vary it.

But for first mails, with a realistic expectation that there will need to be more touch points in the process of creating a prospect, this is a good start.

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3 Words to Ditch To Improve Your Sales – Sales eXecution 3042

By Tibor Shanto – tibor.shanto@sellbetter.ca 


Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. Words impact not only what your prospects hear and their reactions to them, but almost as important is the effect they have on you as the seller. Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which words you choose reflect and signal your intent; something that your buyers pick up and are influenced by as much as anything.

Now let’s be clear, most don’t set out to use words that may hinder their success, and often they use certain words or phrases because they were brought up right. Like asking “is this a good time” when they interrupt a busy person in the middle of their day. Most people do it to be polite, a good thing, but the result is counter to the objective of the call. In most instances the prospect says “not really”, the sellers asks “when is a good time?” Prospect offers up a random time, and the rest is just painful.

As with most things it needs to be brought to their attention, and then the hard part, putting it into practice instead of going back to the same old, same old.

So here we go:

Gatekeeper – Talk about starting off on the wrong foot. Right out of the gate, us vs. them. Sadly, many of the people that sellers refer to as gatekeepers, can actually be helpful in moving your agenda forward. Today’s executive assistants are part of the “inner circle” and are very aware of their boss’ and organizations’ priorities and objectives, the better you align with those the more likely that the person in question can move from being a “gatekeeper” to a “gateway” to your success. Rather than looking past them as some would suggest, work with them, engage them the way you would any decision maker, you’ll be pleasantly surprised.

Just – Nothing cuts you and or your message down a notch more than the word just. Look at the definition: only or merely – “He was just a clerk until he became ambitious.” Not a way you want you, your product or message to be framed. Most use it to minimize the intrusion or effort required, but all it does is minimize everything. If you can truly add value to their world, help them achieve objectives, then go bold, not minimize by putting a just in front of it.

Hope – Such an uplifting work that can do so much damage to your pipeline. You hear this drug sprinkled into sales conversations all over. “I was hoping to set up a time to meet”, no you wanted to meet, but had to settle for hoping because your talk track was not good. In pipeline reviews, “I am hoping to hear from them this week.” Rather than hoping, would it not have been a better idea to set the next step before one left. I can be humorous and say I was hoping reps do that, but when those words come out, all hope is dashed. Decision makers want to deal with decisive people, hoping is not an attitude that conveys that.

So there you have three words in sales that hurt, cut them out, if you replace them replace them with something strong and forward looking, but you don’t really need to replace them at all, just sell.

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Delivery Over Messaging In Prospecting Calls0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Bulls eye

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Effective here means leading to initial engagement. The two components are “the content” of the message, and the “delivery”. The being the ability to ensure that the content is packaged and delivered in a way that the recipient can full receive and digest it and get out of it what the seller intended. Most people tend to focus way too much on the message, and the content, then fail to pay sufficient focus and energy on the delivery, often resulting in great content and message being wasted.

The important part of the delivery is “dynamics”, what is happening on the prospects side of things that will enable them or prevent them from taking on the message. Your value prop is a flop if it lands on deaf ears, on the other hand if you can get the prospect to take in the message, even a semi polished message will go further than the perfect line that misses the target.

Most prospecting calls, OK, cold calls, usually fall short because the caller is thinking too much about their end of the call, not the prospects end. First and foremost they are trying, and frankly encouraged by many pundits, to come up with a message that will avoid or side step an objection. Well forget it, that is not happening, when you are interrupting someone trying to pack 16 hours into a ten hour day, you will get an objection, because you are an interruption, no matter how golden your message or revolutionary your product. The only way to avoid objections is to not make the call, and I know some resort to that method. Add to that the fact that no matter how cool or “disruptive” your product, they think they already have it or something like it, remember you called them.

So you have to make it about them. Now I know you’re all sitting there saying I already do that, but having listened to thousands of call delivered by hundreds of reps, you’re not. What I hear is people telling the prospect about their company, what they do, and their product, and only after that do they get to the good stuff, what’s in it for the buyer, but even then, it is often to general. What reps tell me is that they need to introduce themselves, no you don’t. You need to introduce what’s in it for them. By the time you get through your intro they are either asleep or looking for a window, not to jump, but to throw the phone through. Lead with the outcome, the happy ending, the punch line, whatever you wanna call it, give them the end, then work back from there. This will help you get their attention, ensure the message gets through, and will set you up to manage their objectives more effectively. Now, if you want to better manage their objectives download the Objective Handling Handbook, normally $12.97, free today.

This but one example of how the delivery can make a difference. There is also the words, the tone, the cadence, and more, the key is to not focus entirely on the message, and put more attention to the delivery and dynamics involved.

BTW – you can start by joining me today at 1:00 pm Eastern, for a webinar I am present with data.com, I will be showing you how to Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! 

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Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! #webinar0

data dot com logo

Thursday July 16, 1:00 pm Eastern – 10:00 am Pacific

content (2)Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days.  Sometimes the biggest challenge is not the message but the ability to deliver it.  This webinar will look at the tools of trade, how you use and leverage will be the difference between connecting and selling or being left behind.

We will explore:

  • The Pursuit and Pursuit Cadence
  • Voice mail messages that get returned
  • E-mail and role in the pursuit
  • Referrals 2.0
  • Everything New is old again

Mastering Tools and Methods of Prospecting Success #webinar0

Business man point: Turn Prospects Into Sales Appointments

Wednesday June 10, 10:00 am PT/1:00 pm ET

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements

1. Sourcing the right leads and crucial information needed to reach that prospect
2. Connecting and engaging with those leads and converting them to pipeline opportunities

Join me and Clinton Rozario, as we present you the methodologies and tools that will help you master the two elements above, and keep you pipeline full and healthy.

By attending this 60 minute expert talk, you will learn how to become more efficient at both lead generation and prospecting and following up, thereby allowing you to spend less time in gaining more prospects and freeing up time to sell more to new and existing clients.

By attending this webinar, sales professionals can learn about

• Leveraging Social Platforms for Micro Targeting
• Reaching C-Level Decision Makers on Social Networks
• Proven method for successful B2B Prospecting
• How to sustain a continuous flow of opportunities
• Lead Gen and Prospecting Tools that will make you more efficient and successful

About Clinton

Clinton Rozario is an expert in B2B lead generation and prospecting on social networks. He has been the chief architect of several such patented products at eGrabber. He offers his expert advice about B2B sales lead generation at various forums and has written numerous articles on the same.




3 Strikes Not Out – Sales eXecution 2971

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Baseball biz 2

One of the downsides of today’s technology driven “always connected” world, is the expectation of instant response or gratification. I watch teenagers suffer great angst and sweat profusely when one of their text or messages is not returned instantly. I see a version of this in sales, specifically prospecting, the lack of patience causing people to abandon perfectly good leads may too soon. This not only leads to a voracious appetite for leads, but creates a number of bad habits and lost deals.

There seems to be a “3 Strikes and Out” approach to prospecting or engaging with potential buyers. But this is not baseball or the criminal justice system, where you can in fact be beat after three strikes, in prospecting and sales, this is certainly not the case. It is interesting that in this particular area, how many millennials have much in common with the characters from Glengarry Glen Ross, “Can I have me those Inbound Leads”.

In sales and prospecting the third try is often be just the starting point, and contact or success can often come much later. If we want to stick to the whole baseball theme, the game is nine innings if not more.

When prospecting, you can expect to make eight or more attempts before a given prospect may respond. Remember, business people today are usually trying to pack 16 hours into a ten hour day, meaning they are behind the eight ball from the moment they are brushing their teeth. Breaking through that not only takes creativity and solid value, but patience and persistence; a much greater level than some sales people are willing to give, and managers may tolerate. Which is too bad, because there is a lot of truth to the notion of last man or woman standing.

The key is having a plan, a system, and the wherewithal to execute. Doing it right does not mean doing the same thing eight or more times, idea is to engage not repel. First you need to pick the tools of the trade. Often one of the challenges is that we are just not getting through, I like the phone, the prospect responds to e-mail, if I don’t identify their mode of communication, the best messaging will be lost. Important to remember that not everyone is like us (thank god), so we need to make sure we that we are covering the spectrum.

Given the times we are selling in, you have to think:

Bottom line is you have choices to make, which means planning. You need to have a Pursuit Cadence planned, and implemented into your CRM. If you think you can do it from memory you are wrong. You need to plan it out and systemize it, much like marketing automation, this needs to happen regardless of your mood or workload. Below is one an example, you can learn more here.

One last consideration, leads and prospects are recyclable, how many times have you sold to someone you first prospected four years ago, missed, tried again, and then finally connected and went through the cycle, and now have a happy customer. Remember, sales is about execution, execution of a plan. Done right, it is very much a game of 3 strikes, not out.

Tibor Shanto     

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