Tag Archives: Planning

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Tibor Shanto’s Post: Sales Leaders – Manage Your 50% Minority

by Tibor Shanto – tibor.shanto@sellbetter.ca In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule.  For example, 20% of your reps deliver 80% of your revenues, I know one team with 9 reps, where 2 sellers are responsible for 71% of the revenue.  At one time, in the Shanto Principle I asked the question what if organizations could move the dial to 70/30, what would the impact be? … 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: 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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Julie Hansen’s Post: There Are No Small Sales, Only Small Salespeople: How to Make Big Wins out of Small Deals

How many times have you gotten a small slice of business when you were hoping for the whole pie?  After you finished complaining to anyone who would listen, what did you do? Did you sullenly write up the sale or go through the motions of fulfilling the order? Were you visibly impatient, ready to move [...] You can read original article Here! Copyright and Property of this Article by Julie Hansen, Acting for Sales Blog, best blogs,

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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 →

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Tibor Shanto’s Post: Time To Grow Up – Sales eXchange 198

By Tibor Shanto – tibor.shanto@sellbetter.ca When my kids were young and they would wish for something not real, or as a way to avoid a task, like “I wish I didn’t have to clean my room”, “I wish I could grow up to be a princess”, their grandmother always responded by saying “If wishes were horses then beggars would ride”.  It’s interesting how that expression has great significance and application to many sales people and sales advisors, all now grown-ups. … Continue reading →