Tag Archives: Proactive

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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: 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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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: 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 : A Reactive and Bad Way to Deal with Objections (#video)

By Tibor Shanto – tibor.shanto@sellbetter.ca There are times when an objection is not what it seems, but by treating it as an objection we could inadvertently create a scenario and situation that is risky when it didn’t have to be.  Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud. Sellers need to slow down, step back assess, then deal with the situation, statement in a way appropriate for … Continue reading →