The Pipeline is blog presented by Tibor Shanto, Founder and President of Renbor Sales Solutions Inc., and creator of Objective Based Selling.  My goal is to create an ongoing conversation with people involved in or interested in sales as profession, a science and an art form.  While you may not like everything you read here, the goal is to make it interesting and thought provoking.  To make it really interesting I invite you share your views by leaving your comments so others can hear your voice and views.

By way of background, Renbor Sales Solutions Inc. enables companies to sell better and achieve sustained growth, by focusing on decisive strategies, activities and metrics at the most critical points along the sales cycle.

Renbor’s measure of success is to help you sell better by educating your team to deliver results rather than just complete tasks.

Renbor Sales Solutions’ Objective Based Selling is a structured approach to delivering ongoing results and improvement by focusing the entire sales organization on a key set of objectives. The overarching objective for any sales organization is to achieve exceptional and sustainable revenue growth. This is accomplished by creating a culture of sales excellence built around the principles and processes adopted by world-class sales organizations.

Renbor helps you tackle areas from lead generation, management and conversion, to prospecting and opportunity management; interactive selling, mastering the art of client interviewing and proactive questioning, to gaining commitment and execution.

Personal History: I have over 20 years of sales, executive, leadership and sales operations experience in financial, information, content management and professional service industries.  Prior to Renbor, I spent 10 years with Dow Jones, including 5 with its subsidiary Factiva.  After opening their Canadian office and building a solid team and revenue base with double digit CAGR, I was appointed Sales Director for Canada and The Central USA.  I was then promoted to Director of Sales Strategy and Operations; where I was responsible for realigning Factiva’s sales process and execution in the face of declining revenues in the post internet bubble environment.  Developing a sale improvement delivery process know as Tacit Knowledge Transfer, we enabled the sales force to refocus on driving revenue from both existing and new products.

As AVP of Client Services, I led Factiva’s success in selling content management solutions including categorization, taxonomy and data mining; before leaving I also headed their Global Client Solutions organization.

Prior to Dow Jones, I served as the Manager for the Globe and Mail’s Report on Business 1000 data base.  He spearheaded product development and sales, with record sales for their portfolio of financial services related products.

Before entering the information sector, Mr. Shanto held various positions in selling and providing financial services with organizations including TD Bank, Bendix Foreign Exchange, and MMI Group.

Educational Background

I hold a Bachelor’s Degree from York University, Toronto; has completed the Canadian Securities Course; has completed numerous leadership, sales and sales leadership programs.

Again, I hope you enjoy reading The Pipeline as much as I do putting it together, and if you want more you can subscribe to the Monthly Newsletter Edition of The Pipeline by clicking here.

Thank you,
Tibor