A Sales Association #Webinar31

“Leveraging Value from Engaging the Buyer to Closing the Sale” – A Sales Association Webinar
Tuesday, October 30 – 2 p.m. EST / 1 p.m. CST / Noon MST / 11 a.m. PST (1 hour in length)

On Tuesday October 30, I have the privilege to deliver a webinar for The Sales Association – I will be talking to specific steps sellers can take to delivering and leveraging value throughout the sale.

Almost every conversation about selling 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 a clear definition of value, participants will learn the five-step process to leveraging value throughout the sale, from the initial engagement to winning the client.

Steps include:

  • Identifying and validating buyer’s objectives
  • Understanding why buyers really buy
  • Why Buyers buy and don’t buy from you and your company
  • Converting the above to Impact Questions for quality conversations
  • A structured follow-through approach to maximize impact and progress

Participants will learn how to use this process to create alignment with the buyer, their objectives and buying process.

Click Her to Register Now!

What’s in Your Pipeline?
Tibor Shanto

Buying Process, Change Management, Deal Review, EDGE Sales Process, execution, Gap Selling, Opportunity Review, Planning, Play to Win, Proactive, qualifying, Questions, Sales 2.0, Sales Leadership, Sales Mistakes, Sales Process, Sales Strategy, Sell Better, Success, Time Allocation, Webinar

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School Is In53

A reminder that there is a class this afternoon, 4:00 pm Eastern
 
GAP Selling – Leveraging Process and Execution

GAP Selling – Looks at how to deliver value to buyers across the entire sales cycle.
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.
 
This course delivers clear and actionable definition of value. Starting with that definition of value, participants will learn the five step platform to leveraging that value right through the sale, from the initial engagement to winning the client. The overarching goal of the platform is to focus on the buyer’s objectives, and delivering specific means of helping them achieve those objectives.
 
These 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

Join us at 4:00 pm Eastern today
 
Prerequisite – An open mind to learning and selling better
 
Test – Your weekly Pipeline Review

360 Degree Deal View, Attitude, Business Acumen, Buying Process, Change, Change Management, Coaching, Communication Strategy, EDGE Sales Process, execution, Gap Selling, Hunter, Metrics, Next Steps, Pipeline Management, Play to Win, Preparation, Productivity, qualifying, Questions, Risk Management, Sales 2.0, Sales Leadership, Sales Strategy, Sales Success, Sales Technique, Sales Tip, Success, Webinar

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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

Accountability, Attitude, Business Acumen, Buying Process, Change Management, Client Life Cycle, Events, execution, Gap Selling, Interactive Selling, Sales Cycle, Sales Interview, Sales Process, Sales Strategy, Sales Success, Sales Technique, Sales Tip, Sales Training, Sell Better, Value, Webinar

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Cold Calling: The Warrior Delusion52

The Pipeline Guest Post – Wendy Weiss, The Queen of Cold Calling™


What is the truth about cold calling? So many people believe so many negative myths about cold calling that sometimes it’s almost impossible to see beyond the darkness… Read on to discover:

Whenever someone subscribes to our email newsletter, “Opening Doors & Closing Sales,” they get an email from us asking them about their most pressing sales and/or new business development issues. We send this email because it helps us help our readers.

Here is an email response we recently received from a new reader:

“Since you asked, I want to let you know that I apparently suck at cold calling. I’m not a very good bull shitter.”

Wow! I feel for her. Talk about starting out from a difficult place…

But it’s not really her fault. Cold calling has been so demonized, people believe so many negative myths about cold calling that sometimes it’s almost impossible to see beyond the murkiness of the various stereotypes about what is essentially just a phone call.

This new reader unfortunately seems to believe that she needs to make stuff up and be incredibly manipulative in order to succeed at cold calling. Not true.

Here are some of the things that people believe about cold calling:

1. It’s a numbers game. It’s not. While you do have to dial the phone, sheer volume of calls is not enough to help you succeed. Today it’s simply too hard to get people on the telephone. Today you have to be targeted, strategic and skilled.

2. Cold calling is manipulation. Many people (see email from reader, above) believe that cold calling is about manipulating people into buying things they neither want nor need. Not true. Your cold call is simply your introduction. There are many ways to meet a prospect, this is one of them.

3. Go through the ‘no’s’ and hang ups until someone finally says, ‘yes’ to you. This is my personal favorite—really, who wants to do this? I call this myth the “Warrior Delusion” because a lot of cold calling training centers on how to deal with rejection. Instead, of learning to handle the ‘no’s,’ it’s a much better idea to learn the skills that you need so that prospects say ‘yes.’ Couple that with some strategic thinking and targeting and you’re in a much better place to succeed.

4. The Born Sales Person. This is a very insidious myth because it keeps people from taking action. (See the email from reader, above.) No one is born knowing how to cold call. It’s a communication skill and like any communication skill it can be learned and improved upon. (The Queen was lucky, early in her career she learned this skill and it enabled her to build a business. You can learn it too.)

Bottom line what we’re talking about is a phone call—the basic tool of any sales professional. It doesn’t have to be painful. It doesn’t have to be brutal. It’s simply a phone call. If your calls aren’t working for you, then get the help that you need to make them work. It’s only a phone call.

If you’d like help knowing what to say to prospects, I invite you to download my Special Free Report, Getting in the Door: How to Write an Effective Cold Calling Script. You can easily access it here: http://www.wendyweiss.com.

About Wendy Weiss

Wendy Weiss, “The Queen of Cold Calling™,” is a sales trainer, author and sales coach. Contact her at wendy@wendyweiss.com. Visit her at http://www.wendyweiss.com.

Attitude, Business Acumen, Cold calling, execution, Guest Post, Proactive, Prospecting, Sales Success, Webinar

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Who else wants more sales fast?28

Despite what you may hear some say, cold calling is far from dead, and way more effective than many would lead you to believe.  But, as with all things that matter, it is only effective if done right.  In order to help you be more effective, I have arranged for a special webinar to help you succeed at this fundamental aspect of successful selling.

I turned to an expert, someone trusted resources like Inc. Magazine, Business Week, Entrepreneur Magazine, The New York Times, and Sales & Management go to when they want to know about one of the lowest cost, most effective, and most profitable ways to generate ready buyers and sales.  The person who literally wrote the book.  The author of the best seller “Cold Calling for Women” and “The Sales Winners Handbook.”  The expert known as The Queen of Cold Calling… Wendy Weiss.   Lucky for me I happen to know Wendy personally.  So I went to her and asked her if she would do me a huge favor.  And she agreed.

So, on Thursday, September 29, 2011, 1:00 EST she’s agreed to join me in a webinar to tell all of us how to communicate by phone and make cold calling the most PROACTIVE – PRODUCTIVE – Profitable way to grow your business in 2011.

Cold calling has changed and if you’re still following the old rules you are missing out on a lot of great new prospects and a ton of business.  She’s going to tell us what doesn’t work and she’s going to share the 6 rules you must follow to make cold calling work today.

Here’s the best part.  There is no cost to attend all I ask is you register to join us so we can save you a spot.    Click on this link . . .

So if you want to answer the question below with ease and confidence, join us for this special webinar.

What’s in Your Pipeline?
Tibor Shanto

P.S.  Join me and The Queen of Cold Calling and find out how to make cold calls that get you through to your prospect, help you set appointments, and quickly move your prospect through your sales process.  All you need to do is click on this link to register for the event…

Attitude, Cold calling, execution, Proactive, Productivity, Prospecting, Webinar

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Five Bucks To Success!10

I am a big coffee drinker, 5 to 8 cups a day is just a start, this no doubt encouraged by my tendency to view Starbucks outlets as my network of remote offices.  A friend of mine affectionately refers to Starbuck as Fivebucks, as he never seems to leave the place spending less than that, but hey it’s coffee, so I get it.

Five buck is not that much, but a bunch of five buck can add up, and that’s exactly what Jonathan Farrington and other members of Top Sales World are setting out to prove.  Jonathan and Top Sales World have organized the biggest ever online conference, 2011 Sales & Marketing Success Conference.  Five days, May 9 to May 13, 36 of the world’s top sales and marketing practitioner and thought leaders, presenting all about succeeding, winning and exceeding expectations.

That’s where the Five Bucks comes in, not will you be better prepared to succeed but you are also in a position to help to help those in need.  This is more than a sales conference: Just four weeks after the Magnitude 9.0 Tohoku earthquake and a tsunami which delivered 46ft waves, we learn that the death toll is likely to top 25.000, and recovery is going to take not years, but possibly decades, maybe even a generation, at a cost of at least $250 billion.

This is an opportunity for anyone operating in the sales space to make a meaningful contribution to the Japanese Disaster Fund (via the Red Cross).   We estimate that after administration charges levied by banks/PayPal, we will be able to contribute around 95% of all registration donations.

The plan is to charge just $5 registration fee per presentation.  Hmm, let’s see, a cup of coffee or sales success, heck, grab both!  Hey maybe Starbucks want to step up and supply the coffee, at least for my session.  I have the honour of closing the conference with a presentation titled:

Success Through Execution! Friday May 13th 4:30 – 5:00 EASTERN

Also on Friday May 13, I share the bill with a stellar group covering some hot topics:
12:00 Noon EDT – Paul McCord: Build a Solid Business on Referrals by Knowing Who Your Client Knows
12:45 PM EDT – Anthony Iannarino: Building Your 13-Week Sales Success Plan
1:30 PM EDT – Harlan Goerger: Success with the New Sales Paradigm: Different Thinking Brings Different Results
2:15PM EDT – Dave Stein: Sales 101 Isn’t Enough: Advanced Selling Capabilities for Outselling Your Competition
3:00 PM EDT – Eric Taylor: Success is Something You Attract by the Person You Become
3:45 PM EDT – John Doerr: Keys to Mastering Successful Rainmaking Conversations

Thank you for your support!

Once you have taken in some of the presenters you will have a much better answer to our favourite question:

What’s in Your Pipeline?
Tibor Shanto

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Attitude, Business Acumen, Communication, EDGE Sales Process, execution, Sell Better, Success

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Social Selling University – Webinar5

Advanced Triggers:

A Proactive Approach to Client Acquisition

When: 1:00 pm Eastern today, April 21.

Having learned the basics of Triggers through an understanding the fundamental and passive approach of  Trigger Events, we now look at the more advanced form of Triggers, allowing sellers to not just wait for and leverage events if and when they happen, but to proactively Trigger buyer’s reactions; reactions  that will facilitate engagement before an event triggers a similar reaction.  By getting ahead of the curve and the pack, and using buyer zones to adjust planning and execution, sellers can Trigger actions before they become visible to everyone in the form of an event.

By proactively creating and using Triggers, capable and disciplined sellers can engage potential buyers and initiate discussion well in advance of an event, internal or external.  This requires not only looking at the market differently, altering their approach based on where the buyer is, rather than waiting for events to move the buyer to a specific point.  Simply stated, there is no reason why a capable seller cannot be the one to cause the first domino to fall, and then take advantage of how the other dominos follow.

You will learn to structure your approach to help buyers see beyond the limits of your or their current horizons.  How to leverage information to help you put things into to motion that will lead the buyer to consider elements and react in a manner that others wait for events to cause.  Learn how to accelerate your active cycles, while fortifying prospects.

Join us today at 1:00 pm Easter for this free fast-paced interactive webinar.

Rejoice, you are now free to move forward without waiting!

What’s in Your Pipeline?
Tibor Shanto

Hey, if you liked this post, please subscribe so you don’t miss another post…Subscribe Here to receive posts in your in-box automatically. Go ahead, do it, click here now!

Attitude, Business Acumen, EDGE Sales Process, execution, Interactive Selling, Proactive Triggers, Proactivity, Prospecting, Sales 2.0, Sales Leadership, Sales Strategy, Sales Training, Sell Better, Social media, Social Selling, Trigger Events, Triggers

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Social Selling University – Webinar15

Triggers Fundamentals (101) – Events

Today – Thursday, March 31, 2011
1:00 pm Eastern Time /10:00 am Pacific

Register here

We are all familiar with the “domino effect”, one domino falls, causing the others to fall in a predictable way, the thing that causes the domino to fall in the first place is the “Trigger”. In sales there are many types of triggers, some simple and visible, others more intricate and not always in plain view.

Events are the simplest and most obvious form of triggers in sales, something happens, and this event sets things in motion, the dominos falling. How well prepared you are in advance will help determine how well you can leverage events when they come to your advantage. Events can include change in personnel in an account, a competing vendor; change in regulation; mergers and acquisitions; regulatory; economic and more. How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames.

This session will present the basics of buying modes, strategies and tactics on how to prepare for and act on key events that will advance your sales. You will learn specific steps to execute that will help you identify key events, and execute your plan to take full advantage of and to ensure that dominos fall your way.

About Social Selling University

Social Selling University: the industry’s first collaborative program designed to educate sales professionals on how to leverage social media technologies and methodologies to increase sales productivity and drive revenue throughout the entire sales cycle.

Social Selling University features on-demand and live content, which has been developed by thought leaders, authors and analysts.

About the classes:

  • Classes are designed for all levels of sales professionals (reps-execs)
  • Classes include entry-level social media instruction on LinkedIn, Twitter, and Facebook, best practices for managing personal online brands
  • Classes teach how to accelerate the sales cycle by leveraging recent business events, social conversations and social relationships (aka “social intelligence”)

What’s in Your Pipeline?
Tibor Shanto

Hey, if you liked this post, please subscribe so you don’t miss another post…Subscribe Here to receive posts in your in-box automatically. Go ahead, do it, click here now!

Attitude, Business Acumen, execution, Prospecting, Sales 2.0, Sales Strategy, Social media, Social Selling, Trigger Events, Webinar

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Masterclass ReDo: 1:00 PM Eastern Saturday January 159

Execution – The Last Word In Sales

Back in December the gremlins of technology conspired against us and we had to postpone this Masterclass.  Well we are not about to be scared off or give up, so we are presenting it again this coming Saturday, January 15 at 1:00 pm Eastern. 

Think about it, Saturday, you can kick back, relax, nestle that iPad on your lap and tune into something entertaining that will also make you money in the process.  No boss, no cliennt calls, just you, me and the kids.

Join me Saturdayat 1:00 pm Eastern for this unique look at sales.

There are many great sales methodologies out there, SPIN, Miller Heiman, EDGE framework and others. No matter which dogma you choose to bite on, they all have one common weakness, as good as they look on the page, and they all need to be executed to matter.
 
The fact is that they usually fail for one simple reason, lack of execution. The sad truth is that sales people know what they have to do, they just don’t do it. You can train them, but can’t make them do it.  It’s the age old difference between the “doer and the thinker”, in sales, doers executes and win. 
 
This Masterclass will look at four key components of Execution.  Regardless of what approach you currently use, these four elements will help you move from Should to Do.
 
Are you looking for that silver bullet in sales? There are many great plans gathering dust on shelves, but the winning plans are the ones actually executed, everything else is just talk.  That is why Execution is – The Last Word In Sales.

What’s in Your Pipeline?
Tibor Shanto

Hey, if you liked this post, please subscribe so you don’t miss another post…Subscribe Here to receive posts in your in-box automatically. Go ahead, do it, click here now!

Attitude, Communication, EDGE Selling, execution, Sales Strategy, Webinar

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Masterclass: 1:00 PM Eastern Today – December 1410

Execution – The Last Word In Sales

Join me today at 1:00 pm Eastern for this unique look at sales.

There are many great sales methodologies out there, SPIN, Miller Heiman, EDGE framework and others. No matter which dogma you choose to bite on, they all have one common weakness, as good as they look on the page, and they all need to be executed to matter.
 
The fact is that they usually fail for one simple reason, lack of execution. The sad truth is that sales people know what they have to do, they just don’t do it. You can train them, but can’t make them do it.  It’s the age old difference between the “doer and the thinker”, in sales, doers executes and win. 
 
This Masterclass will look at four key components of Execution.  Regardless of what approach you currently use, these four elements will help you move from Should to Do.
 
Are you looking for that silver bullet in sales? There are many great plans gathering dust on shelves, but the winning plans are the ones actually executed, everything else is just talk.  That is why Execution is – The Last Word In Sales.

What’s in Your Pipeline?
Tibor Shanto

Hey, if you liked this post, please subscribe so you don’t miss another post…Subscribe Here to receive posts in your in-box automatically. Go ahead, do it, click here now!

Please Vote

If you look to the left, you’ll see that I am also a nominee for two categories in the annual Top Sales Awards. Please take a minute to vote. Thank you in advance.

Attitude, Business Acumen, execution, Impact Questions, Interactive Selling, Proactivity, Webinar

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