A couple of quick things worth noting0

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Tomorrow here on The Pipeline, we will have the complete interview with Nick Stein, Senior Director of Marketing and Communication at Salesforce Work.com.  Nick shares a number of insights into sales performance management, and things every sales organization can do to maximize sales performance and drive results and success for individuals on your team.  An interview you will find worthwhile watching.

Thank you and congrats to the winners!

I want to thank everyone who participated in the contest to win tickets for tomorrow’s A Passion For Life event here in Toronto, featuring Tony Robbins.

Even if you were not one of the lucky ones, you can still get tickets, and benefit from a special rate for readers of the Pipeline.  Simply click here, and use the Promo Code RENBOR to receive $100 off the regular ticket price.

To all who are attending, enjoy!

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Top Sales Academy – GAP Selling0

Join me today as I deliver my segment of the Internal Sales Curriculum for Top Sales World’s Top Sales Academy.

I will be focusing on how to best sell in changing times and markets by leveraging GAP Selling.  While the curriculum is billed for internal sales, this GAP Selling presentation is applicable to all B2B sellers, inside or field sales.  The presentation will present a sales framework that will allow you to succeed in changing markets.

Changing times and markets means you have to change how you sell and who you sell to.  This session will show you what you need to think about before you start your sales, and what you have to do to succeed in new or any buying environment.  You will be introduced to GAP Selling, a five plank platform for selling success based on an actionable definition of value for the buyer.  The planks are:

  1. Time utilization
  2. Identifying and validating buyer’s objectives
  3. Why Buyers buy and don’t buy from you and your company
  4. Converting the above to Impact Questions for quality conversations
  5. A structured follow-through approach to maximize impact and progress Participants will learn how to use the above to create alignment with the buyer, their objectives and buying process

Participants are introduced to the model and key steps they need to take to implement model, they will be able to go back to their organizations and evaluate they current model, and prepare to introduce elements they may be missing.

You can hear an interview I did with Top Sales World in advance of the event:

Win Tickets to see Tony Robbins in Toronto – July 24!

What if you could defeat the Status Quo0

By Tibor Shantotibor.shanto@sellbetter.ca

TV Head

All this week I have posted clips from a recent interview with Ago Cluytens, for his Coaching Masters Series.  We dealt with a number of issues around selling to buyers who are traditionally referred to as being Status Quo.  Being the weekend, I thought it a good time to post the whole interview for your weekend lounging pleasure.

Always interested in what you think, and whether you are more prepared to go forth and sell where many sellers and pundits fear to go.  Take a look, and let me know.

If you enjoy this there are more on Ago’s site.

What’s in Your Pipeline?
Tibor Shanto

 

See The Art of Sales Live – #Contest0

Art of 2013

Enter To Win Today & Take advantage of A Special Offer!

Well boys and girls it is contest time again, yes it has been a while.  This contest is to win tickets to the The Art of Sales…, Canada’s foremost sales conference, taking place in Toronto, January 29, 2013.  This year’s list of speakers includes: Jeffrey Gitomer, Dr. Robert Cialdini, Joe Navarro, Scott Stratten, Michael Vickers, and Richard Robbins.  You can get all the details AND Special Offer by clicking here, don’t forget to use the code RENBOR to get your special pricing.

But wait, you could win tickets for this great event, right here from Renbor and The Pipeline.  So here is the deal, fill in the form below, especial the big box, because that’s how we’ll pick the winner.

What we are looking for is what’s the one challenge you have in sales today that you are determined to overcome by next January, 2014.  Could be better questioning, better prospecting, overcome call reluctance, etc., and how that will impact your success.  If you are a manger or other sales leader, do this for your team.  Best answers win tickets to the conference.

Looking forward to reading the responses may the best seller win!

What’s in Your Pipeline?
Tibor Shanto

Sales Summer School34

The most valuable, complete sales training of the summer!

Featuring me and 18 other well-respected sales innovators, authors and trainers from across North America, Sales Summer School delivers ideas and actions that you can take immediately to improve your sales results.

You can select from over 30 courses with a wide variety of topics ranging from tips and techniques for interviewing for your next sales position to obtaining strategic referrals and partners, through to coaching your sales teams as an effective leader.

My course is GAP Selling – Leveraging Process and Execution, is coming up next Thursday, August 2, at 4:00 pm Eastern.  GAP Selling – Looks at hoe to deliver value.  Almost every sales conversation 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 that definition of value, participants will then learn the five step process to leveraging that value right through the sale, from the initial engagement to winning the client. The overarching goal of the process is to focus on the buyer’s objectives, and delivering specific means of helping the achieve those objectives. Steps include: 1) Identifying and validating buyer’s objectives 2) Understanding why buyers really buy 3) Why Buyers buy and don’t buy from you and your company 4) Converting the above to impact questions and quality conversation 5) A structured follow-through approach to maximize impact and progress Participants will learn how to use the above to create alignment with the buyer, their objectives and buying process.

You can see the other courses, schedules, and register by clicking here.

Each course is scheduled for 60 minutes and there is always time available for live Q&A with the audience.

You would have to pay thousands of dollars to hear these speakers live. Your investment of $47.00 per event will prove to be the most valuable career investment you will make this year.

Look down the list of Presentations and Speakers, select those that you would like to attend, and the rest will  be taken care of behind the scenes.

As an attendee, you will receive access to a recording of the event for your review later on, and will also be given exclusive access to a private LinkedIn Group reserved only for attendees of Sales Summer School. Each of the instructors is an active member, and are available to answer your questions on sales and sales management. Private access to this group of experts is worth more than the price of the ticket itself.

What’s in Your Pipeline?
Tibor Shanto

Don’t Wait – Initiate! – Sales eXchange – 9411

Last week I was involved in two on line events that looked at selling today and reconfirmed a basic fact of sales that does separate the wheat from the chaff when it comes to professional B2B selling.  At its core, the discussion comes down to being Proactive vs. Reactive and passive, the latter describing the efforts of the majority of sales people today.

On Wednesday, I had the privilege of participating in a Top Sales World Roundtable, answering whether Selling is Getting Soft.  The answer was that indeed sales was, but it was interesting to see how the real question and discussion turned to whether sellers were being to passive, reactive and readily abdicating part of their mandate, letting the buyer dictate the outcome good or bad, because relationships are more important than sales.  Becoming the client’s “favourite”, these days being more important than being a value based resource, proactively delivering that value through a proper sale and execution, thus putting the seller in waiting mode based on the buyers’ travels and whims.

On Thursday I presented the second in a series of webinars for Social Selling University; in March we did part 1, Triggers 101 – Events, and this week, Advanced Triggers – A Proactive Approach to Client Acquisition.  The second presentation built out on the core lessons learned in leveraging events, now extending them in a way that does not limit you to waiting for an event to dictate your fate and success, or having to spend time making oneself “a favourite” while waiting for something to happen that is out of your control.

In both events, the key take away for sales professionals is that “you are in charge of your success”.  You can take steps and make the effort to not only benefit from arbitrary events, but that the same actions that help you leverage events when they eventually take place, can and should be used in a proactive way to help buyers take action based on the impact rather than the cause.  Get buyers to be motivated by the opportunity to be better, the impact of their actions; achieve the same responses that an event may cause, but we in advance of the event.  Motivate buyers using the solution not an event.  Done right, this will leave you to act and execute well in advance of all the other sellers who are all waiting for the same event.

Once empowered with the understanding that it is the reaction not the event that counts, you can focus on creating the reaction rather than suffering the softness caused by inaction and waiting.

As Anthony Iannarino pointed out during the Roundtable, “There is no sales metric for waiting!”

Initiate – Don’t Wait!
Tibor Shanto


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