Tag Archives: business acumen

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Tibor Shanto’s Post : You Do It Now – They Can Talk Later – Sales eXchange 201

By Tibor Shanto – tibor.shanto@sellbetter.ca Last Wednesday May 15th, I had the opportunity to be on the Charles Adler show.  We look at the potential fallacies in long term predictions, this on the heels of a piece I did for the Globe and Mail Report on Small Business, regarding the need for execution in sales, not long term predications, and the fact that in BC, the elections did produce a majority government, but not by the party everyone was “predicting” … Continue reading →

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Tibor Shanto’s Post: Stop making sales predictions and start executing

by Tibor Shanto – tibor.shanto@sellbetter.ca As some of you may be aware, I have a monthly column on the Globe and Mail’s, usually the third Tuesday of each month.  These pieces are unique from what I usually post here on The Pipeline.  I will post links to these posts as I think they will be of interest to regular readers of this blog.  As always, I invite you to share and comment on the articles on the Globe and Mail … Continue reading →

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Tibor Shanto’s Post: Conditions Are Not Objections (#video)

By Tibor Shanto – tibor.shanto@sellbetter.ca In the heat of a sale, it is sometimes easy to confuse a condition to the sale with an objection.  The key is to understand what you are really dealing with, and respond accordingly.  Done right, it could solidify the sale and the resulting relationship with the buyer. Take a look, then download the Objection Handling Handbook, and let me know your thought. What’s in Your Pipeline? Tibor Shanto You can read original article Here! … Continue reading →

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Tibor Shanto’s Post: Why Are You In Sales? – Sales eXchange 200

By Tibor Shanto – tibor.shanto@sellbetter.ca At the end of this post I will ask you a specific question that I would love you to answer, and I thank you here in advance. Two things happened this past week or 10 days that led to this week’s Sales eXchange  being a bit different than the usual, and isn’t that what we always strive to be in sales.  First is the fact that this is the 200th Sales eXchange post, and while I … Continue reading →

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Tibor Shanto’s Post: Things You Can’t Fix

By Tibor Shanto – tibor.shanto@sellbetter.ca There is a lot of pressure on sales people, from customers, prospects, managers, and self-imposed pressure. The last thing sellers should do is add to that, but they do, every day, and in the most unnecessary ways. One way is focusing on things out of their control, spending resources, energy and time on things they can never fix; at times compounding the issue because they involve others in the discussion who are just as powerless … Continue reading →

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Tibor Shanto’s Post: It Is Personal

By Tibor Shanto – tibor.shanto@sellbetter.ca One questionable piece of advice sellers are given is not to take “things personally”.  While I understand the sentiment behind it, encouraging sellers to not go down a dark hole, there is something wrong with telling professional sales people, in fact professionals of any type, not to take it personally.  The reality is that part of successful selling is conviction, not just in your ability to add value to the buyer, but and in how … Continue reading →

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Tibor Shanto’s Post: What’s A Better Seller? – Sales eXchange 199

By Tibor Shanto – tibor.shanto@sellbetter.ca Last Wednesday I had the pleasure of discussing sales and selling with Charles Adler, Canada’s Boss of Talk.  Charles had read my piece in the Globe and Mail on the difference between a blue-collar approach to selling and the white-collar approach.  We explored other aspects of sales and successful people, take a listen, and let me know or Charles (@charlesadler), know what you think. What’s in Your Pipeline? Tibor Shanto You can read original article … Continue reading →

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Tibor Shanto’s Post: Can Technology Undermine Trust?

By Tibor Shanto – tibor.shanto@sellbetter.ca Had an interesting discussion with a rep Jim, last week around the area of trust. He works for smaller company, they use various technologies to help them with lead gen and nurturing. Two specific apps enable him to track who has opened his e-mails, and the other lets him know who has visited his company’s web site, right down to specific pages. As you can imagine, with the right content, laced with specific links, a … Continue reading →