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

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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

Window of Productivity (#video)2

By Tibor Shantotibor.shanto@sellbetter.ca

Biz TV

Remember the days when you could actually have a “Power Hour”, the opportunity to really step back and off the treadmill, and concentrate on things that can truly move your sales or the company forward?  With all the demands on your time, it is hard at times to just stay on track.

Well it is up to you and me to carve out that time, and the good news is that you can do it, even today, without adversely effecting clients and their expectations.  Taking a few simple steps and change in outlook will help you to create your window of productivity.

See how:

Window of Opportunity

What’s in Your Pipeline?
Tibor Shanto

Interview – Nick Stein, Senior Director of Marketing and Communication at Salesforce.com (#video)2

By Tibor Shantotibor.shanto@sellbetter.ca

Last week I had the opportunity to interview Nick Stein, Senior Director of Marketing and Communication at Salesforce Work.com.  Nick shared a number of insights and best practices around driving success through peak sales performance, and creating a proactive sales culture, all in the same environment that reps and front line sales managers use to drive revenues and day to day sales activities.

We discussed alignment, the importance of consistent and constant sales performance management.  One interesting point Nick discuss was the power and financial pay-off of one on one coaching; with only 10 minutes of 1:1 coaching, reps increase results by 17%, usually the difference between making or missing goal.

Many organization understand the need for sale performance, but now they have a means of delivering in a way integrated with daily sales realities, rather than as a separate process.  The fact remains that knowing and planning don’t always translate to being done, with Salesforce Work.com companies can execute their sales performance management improvement plan, because as with other aspects of sales, it is all about execution – everything else is just talk!

Enjoy, and let us know your reactions and thought:

What’s in Your Pipeline?
Tibor Shanto

 

Sales Pollution (#video)2

By Tibor Shantotibor.shanto@sellbetter.ca

Biz TV

Words set expectations for buyers, and they impact the way sellers act and execute their sale.  Words are a big part of sales, and it is important that sales people think about which words they use, when and how.  As in other parts of life certain words have meaning in some context while not in others, words become fashionable, and then become over used.  Make sure you use words that complement your actions and have meaning and engage the buyer, rather than turning them off or worse.

Here is what I mean:

Sales Polution

What’s in Your Pipeline?
Tibor Shanto

 

Better Never Than Late (#video)1

By Tibor Shantotibor.shanto@sellbetter.ca

Biz TV

Packaging counts for a lot.  Many companies know that while the content of their offer may be similar to others, they can gain traction with potential buyers through presentation and packaging.  While no one may get fired for buying IBM, often what they were buying was less about the quality of the product and more about other factors, just ask some former DEC employees and customers.  But IBM was able to convey “better”, through means other than product specs.

B2B sellers can do the same.  They may not be able to alter their product, but they can alter perceptions.  One way is through steps and actions that are very much in their control.  But many seem to ignore these levers in their control, and as a result attain less success and less sales.

Here are a few examples:

Better Never Than Late

What’s in Your Pipeline?
Tibor Shanto

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