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Voice Mail – To Leave or Not To Leave?0

By Tibor Shanto – tibor.shanto@sellbetter.ca

Proactive Prospecting Summer – Part 9

I like to hear sales people talk about voice mail, especially the ones who do not leave messages. If you are going to succeed at prospecting, phone will be part of your tool kit. If you’re going to make phone calls, you are going to hit voice mail. You can run from it, like many so-called sales people do, or you can watch the video below, understand why you should leave them, then follow the link in the video to learn how I get 40 – 50 percent of messages I leave returned in 72 hours or so.

Don’t forget, you can take the on-demand version of the Proactive Prospecting Program available on-line at Sales Gravy University.

 

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Objection Handling0

By Tibor Shanto – tibor.shanto@sellbetter.ca

Proactive Prospecting Summer – Part 8

In this installment of the Proactive Prospecting Summer, we look at a crowd favorite, Objections.

There is no getting away from Objections when it comes to prospecting, it may be a bit easier with e-mail, where rather than hearing the FOD directly, you just get to enjoy the silence of being ignored. Objections are part of the process, and rather than falling prey to the next pundit offering a silver bullet or some way to avoid Objections while prospecting, not happening no matter what they tell you.

The video below highlights how to deal with the inevitable in prospecting: Objections – Full On Rejection. Watch the video, grab your free copy of the Objection Handling Handbook, and learn to overcome Objections, not run from them.

Don’t forget, you can take the on-demand version of the Proactive Prospecting Program available on-line at Sales Gravy University.

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Impact Questions0

By Tibor Shanto – tibor.shanto@sellbetter.ca

Proactive Prospecting Summer – Part 7

Questions can be a powerful tool in prospecting, just as in other stages of the sale. In this portion of the Proactive Prospecting Summer, we look at using questions in a different way in prospecting than we would later with an engaged buyer.

Take a look, and leave you response in the comment area below.

Don’t forget, you can take the on-demand version of the Proactive Prospecting Program available on-line at Sales Gravy University.

Boy scratching his head, confused by what is happening

Is That All The Difference You Got?0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Here is an example of an element discussed in Monday’s post.  It’s hard to see the difference when you all look the same. Time for Sales and Marketing to step up and say something that makes a difference for the buyer.

Ever wonder why buyers would rather go it on their own?  I did when I was watching my favourite Sunday morning political pundit parade, these commercials were one spot apart in the same break.

If this is the best Marketing and Sales can come up with in speaking to their potential customers, no wonder it is coming down to price, there is little other difference between the two.

No wait, did the one guy shave his beard for the second one?  Is it surprise buyers are confused and would rather do it on their own, and companies need apps to do their selling for them?

Back to the drawing board.

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Salesman #Podcast0

I once again had the opportunity to sit down with Will Barron, which always leads to a great and informative conversation.  Take a look below, share your views, and visit his site to get input from other sales voices.

Don’t forget to add your two cents below.

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video intro 2016

Checking Not Doing Will Give You More Sales #video4

 

Time is the currency of sales, your most precious resource – how you spend it will determine your success, or…

The video below provides a great way to spend your time better, and save for things that will make you more productive and earn you more sales and success. Check it out, and let me know what you think.

Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.   

Join Now!

video intro 2016

Prospecting Call Mistakes You Can Avoid #Video0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Making outbound prospecting calls can be challenging and stressful, for both the prospect and the rep making the call. To be more effective you need to change some things that may work in day to day life, even in a scheduled sales call, because this is not a scheduled call, so the dynamics will be different, and as a pro you have to make up for that difference. Take a look at the video below to learn to common mistakes to avoid.

Tell me what you think; and if you have doubts about what you heard, read what the University of San Francisco has to say about building credibility in prospecting calls.

Hey if you liked the segment and the ideas, join me this Wednesday, when I and dozens of other sales thought leaders share best practices during the Sales Acceleration Summit, the world’s largest on line sales event. Click here to see the agenda and to register. My session is on the Dynamics of Successful SDR and prospecting calls.

How Do You Start Your Day? #FireStarters0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

FireStarter

Some of you are familiar with Miles Austin, if you are looking to learn about the latest tools and technology for sales and selling Miles is the source.  As a result, Miles is always trying out and introducing those of us in sales to new tools and apps to make selling more fun and profitable.

This month Miles is leveraging a new tool, Blab, and he is using it to help share ideas and best practices from people from all corners of sales.  What makes the whole process cool is that he is focused on a single theme, by asking all of us who participate the same question: How Do You Start Your Day? 

You can watch my segment below, including a technical glitch I had right at the start, and thanks to Billy Bob Brigmon, who was nice enough to jump in for the first 30 seconds while I got my act together.

Take a look, watch all the #FireStarter segments for some great insights on how to start your day.

Tell us what you think.

Tibor Shanto

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Q&A at Plug and Play #video – Sales eXecution 3130

By Tibor Shanto – tibor.shanto@sellbetter.ca

TV Head

In September I had the opportunity to meet with some up and coming companies at Plug and Play Tech Center in Sunnyvale.  After the meeting, I was asked to share some specifics about selling and our approach to driving value from prospecting call to growing your clients.  Take a look below, and feel free to reach out if anything strikes a chord or close to home.

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Kill The Cold Call™ – Ep. 4 – Sales Psychology, Tactics, & Technology (#video) – Sales eXecution 2960

By Tibor Shanto – tibor.shanto@sellbetter.ca 

TV Head

No, I haven’t lost my mind or support for cold calling, just doing my bit for the cause: better engagement with buyers.

At first I was a bit surprised when Andrew Schiestel invited me to be part of his webcast series, is this an ambush, an attempt to slay the noble art of telephone prospecting? It was anything but, Andrew led a fine discussion on all aspects of sales and prospect engagement. You can catch a clip below.

You can take in the whole episode at: https://youtu.be/FZeDmON_Bdc

Tibor Shanto     

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