Tag Archives: execution

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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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S.Anthony Iannarino’s Post: On Upselling

On Upselling is a post from: The Sales Blog | S. Anthony Iannarino You must upsell your clients. Upselling your clients isn’t about producing more revenue for you and your company, although it will certainly produce that outcome. Upselling your clients isn’t about improving your profit margins, even though it will absolutely make you and your company more profitable. Upselling isn’t about moving your clients upstream into a high priced solution as part of your sales strategy, even though it’s … Continue reading →

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Tibor Shanto’s Post: It Doesn’t End With the Sale: Managing Customer Relationships

The Pipeline Guest Post – Megan Totka Customers are the lifeblood of any business, and attracting new customers while strengthening your relationships with existing ones is a constant challenge. The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds. Your sales force is focused primarily on closing the deal and landing new customers, while your marketing department wants to nurture customer relationships before and after the sale. No matter what … 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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S.Anthony Iannarino’s Post: Biggest Outcomes, Greatest Investments

Biggest Outcomes, Greatest Investments is a post from: The Sales Blog | S. Anthony Iannarino Why aren’t you making major progress on your most important goals? It’s not because you don’t know what needs to be done. It’s more likely that it’s because you aren’t committed enough. You don’t yet have a big enough “why.” And without a big enough “why” you won’t make the investments. What investments? I’m so glad you asked. To reach your goals, your biggest outcomes … 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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S.Anthony Iannarino’s Post: On Planting Seeds

On Planting Seeds is a post from: The Sales Blog | S. Anthony Iannarino It’s a universal truth that you never reap what you haven’t sown. You have to plant seeds. But there’s more to sewing than simply planting the seeds. You have to care for that seed to ensure it grows. You have to ensure it gets the water and nutrients it needs to sprout into something more. Neglected Seeds Don’t Grow Into Anything There are some people that … Continue reading →