Come Spend Time At Call Camp!2

Red Phone booth

What You Don’t Know about Discovery that Kills Deals

Why should the kids be the only ones who benefit from camp? Here is your invitation to attend a camp you can enjoy that also leads to better sales and selling.


This live coaching based on real discover calls. We will be listen to real calls, offering contextual coaching you can use to improve your discovery calls and results. As the name says, this is call camp that will help you and your reps to conduct more effective discovery calls, leading more conversions to proposals, and accelerating your cycle. Real world calls dissected by three sales leaders:

Mark Kosoglow – VP of Sales, Outreach
Steve Richard – Chief Revenue Officer,
Tibor Shanto – Principal, Renbor Sales Solutions Inc.

July 19th – 1 PM EST – 1 Full Action-Packed Hour!


Discovery isn’t just about collecting information, it’s about discovering how you buyer can benefit from your offering, and you discovering how to help your customer buy from you.

It’s all about understanding your prospect’s Objectives, gaps, and yes, at times pains, offering a solution, and even walking away if when you’re not the right fit for them – or if they aren’t the right fit for you.

This Call Camp is all about effective discovery that will land you the deal.

Register to learn:

Check mark How to ask questions to understand (not collect data)
Check mark 3 steps to offer the correct diagnosis
Check mark Why shoehorning a customer into the solution does not work
Check mark Advanced discovery techniques
Check mark Changing the narrative your salespeople use


If you want to make it more real, submit your best discovery call – If we play it at camp, you’ll get a $100 Visa gift card.

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Today Is The Day – The Sales Acceleration Summit0

Good Morning – Tibor Shanto here, Principal at Renbor Sales Solutions Inc.

A reminder that today is the day, it is time for the Sales Acceleration Summit.

I want to personally invite you and your entire sales and marketing teams to come be inspired by the top minds in the industry today Wednesday, March 9th, at the

I will be presenting on the Dynamics of a Successful SDR call.  How to convert more conversation to more opportunities.  While technology has improved our ability to connect with more leads and have more conversations, it take a lot more than technology to convert a higher percentage of conversations to opportunities.

This online summit is free and features over 50 sales authors, industry experts and business leaders like:

  • Jill Konrath, Author, “Agile Selling”
  • Brent Adamson, Co-Author, “The Challenger Sale”
  • Trish Bertuzzi, Author “The Sales Development Playbook”
  • Tim Wackel
  • And many others

Click Here to Register

See you there,

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I’m Speaking at the World’s Largest Online Sales Event0

I’m going to be speaking with some of the brightest minds in the sales and marketing world at the Sales Acceleration Summit. We are sharing secrets in a rapid-fire series of online presentations on Wednesday, March 9th, 2016.

The purpose of the event is to bring successful authors, experts, and business leaders from across the world to one place.

I’ll be speaking about Dynamics of SDR/BDR Call Success, because success on that initial contact is crucial to full and profitable engagement.

The first Summit in 2013 attracted more than 15,000 sales leaders from all over the world. In 2015 they hosted over 30,000 attendees—and this year is going to be even bigger, better and more exhilarating.

There will be something for everyone. And it’s completely free. Sign up here!

Confirmed speakers for 2016 include:

Brent Adamson, Principal Executive Advisor at CEB

Jill Konrath, author of SNAP Selling

Grant Cardone, CEO of Cardone Training Technologies

Jeffrey Gitomer, King of Sales

Amanda Holmes, CEO at Chet Holmes International

Jamie Shanks, Managing Partner Sales for Life

Jim Steele, President of Worldwide Sales and Chief Customer Officer

Art Sobczak, author of the best-selling book Smart Calling

David Elkington, CEO and founder of

Ken Krogue, President, Founder of

Mark Hunter, President The Sales Hunter

Michael Pedone, Founder Sales Buzz

Bryan Kreuzberger, Founder Breakthrough Email

Tom Hopkins, The Builder of Sales Champions

Kraig Kleeman, Author, Speaker, Global Strategist

Eric Siegel, author of Predictive Analytics: The Power to Predict Who Will Click, Buy, Lie, or Die

Anthony Iannarino Author, President & CSO at Solutions Staffing

Lori Richardson, B2B Midmarket Sales Expert

Jeb Blount, CEO Sales Gravy

Steve Richard, CRO ExecVision

Colleen Stanley, Founder & President Sales Leadership, Inc.

Dave Mattson, CEO and President Sandler Training

Miles Austin, Founder Fill the Funnel

Mike Schultz, President of RAIN Group

Norman Behar, CEO & Managing Director Sales Readiness Group

Jennifer Gluckow, CEO and Founder Sales in a New York Minute

Richard Harris, Founder The Harris Consulting Group

See full agenda here.

Registering gets you access to the recordings even if you can’t make the actual event on March 9th. Invest in yourself, register today—it’s free. Register Now!

SMB Acuity – Toronto June 17 (@SMBAcuity)0


I am participating in what promises to be one of this years most engaging B2B Marketing and Networking events. As a presenter, I have been given a special discount code that I’d like to share with you.


SMB Interactive Panel Session
You don’t want to miss!
The needs of small and medium size businesses (SMB’s) are often different based on the stage of their business growth. Hear directly from small business owners based on the number of years they have been in business, size of business and from different types of businesses (start-up, technology, service-based, retail and more).

Prepare your questions for this interactive discussion and learn their challenges and opportunities in engaging suppliers, how they buy, which brands they buy from and how they choose their brands.

Plus, gain valuable actionable insights and best practices on ROI and engagement to increase the success of your next B2B marketing and sales campaigns.

What is SMB Acuity?
Bringing you together with a group of your peers, as well as leaders in business-to-business marketing and engagement, SMB Acuity is designed to share actionable insights, proprietary research and best practices around engaging Small and Medium Sized Businesses. There will be some great opportunities to network with leaders in and outside of your industry. Get the inside scoop on SMB’s in Canada – June 17th in Toronto.

As a reader of the Pipeline, we are offering you a special offer, use code SMB100 when you register, and get $100 off the normal price; register now for this special event!

Details and reg

The Art Of Marketing – May 25, 20150

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The Art of Marketing – Metro Toronto Convention Centre
May 25, 2015


This one day conference features five internationally renowned bestselling authors and thought leaders, who will share an exciting blend of cutting edge thinking and real world experience on today’s most critical marketing issues. Don’t miss out on your chance to gain a competitive advantage and network with over 1,500 of Canada’s most influential marketers.


Gene Simmons
Charlene Li
Dr. Robert Cialdini
Nir Eyal
Brian Wong

Develop answers to the questions currently facing your organization, The Art of Marketing will provide a clearer understanding of how marketing has changed, what role it now plays in the buying decision, its impact on your business and ultimately how the consumer views and interacts with your brand in a crowded marketplace.

As a reader of The Pipeline, you can save $50 per single ticket and $100 per ticket for groups of 3 or more, by using Promo Code:RB22, or click here.


A couple of quick things worth noting0


Tomorrow here on The Pipeline, we will have the complete interview with Nick Stein, Senior Director of Marketing and Communication at Salesforce  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!

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

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

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