Tag Archives: Gap Selling

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Tibor Shanto’s Post: You’re Great At What You Do – But What You’re Doing Isn’t That Great

By Tibor Shanto – tibor.shanto@sellbetter.ca One of the things that makes great sales leaders great, is their ability to delicately balance various and at time juxtaposing dynamics in sales.  One of the more subtle but potentially very impactful of these is in achieving structured change and improvement in the way their organizations and individual sales people sell in changing environments.  Specifically the need to do the right things through the sales cycle, and – executing those actions well. The challenge … Continue reading →

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Tibor Shanto’s Post: The Sales Version of Chicken or Egg – Sales eXchange 205

By Tibor Shanto – tibor.shanto@sellbetter.ca For many the age old question continues to be which came first the chicken or the egg, and while some have claimed to have the answer, there is a similar one playing out in B2B sales. Most agree that you need to develop and maintain relationships with buyers (then clients) to succeed in B2B selling, but there is lot of debate about which comes first the relationship, or the sale? First thing you have to … Continue reading →

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Tibor Shanto’s Post: How Many Sales People Can Dance On The Head Of A Pin?

by Tibor Shanto – tibor.shanto@sellbetter.ca Ever wonder why some companies can generate as much revenues with less sales people than others with more?  I think it has to do with the hoarder mentality that permeates sales thinking.  “The more territory, the more accounts I get, the better I will do”.  Yet often the opposite is true, more often than not, less is more in sales accounts and territories. I remember when I was given responsibility for a new region, eight … 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: What if you could defeat the Status Quo

By Tibor Shanto – tibor.shanto@sellbetter.ca 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 … Continue reading →

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Tibor Shanto’s Post: Be Provocative in Demonstrating Results (#video)

By Tibor Shanto – tibor.shanto@sellbetter.ca Monday I shared a clip from a discussion with Ago Cluytens, for one his Coaching Masters Series.  Today’s second clip looks at the need to be provocative in gaining traction with entrenched potential buyers. The challenge many of in sales face is the entrenched buyer who is reluctant to look at new or alternative means of achieving his/her goals.  This is usually due to the fact that they are entrenched in how they are doing … Continue reading →

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Tibor Shanto’s Post: ” Price – A Hard Habit To Kick – Sales eXchange 171 “

A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest.  The goal is to … Continue reading →

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Tibor Shanto’s Post: ” Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy “

Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners. This was not only a great use of the technology, but we covered a number of key issues potential pitfalls, and opportunities for small business … Continue reading →