Tag Archives: Sales Success

0

Tibor Shanto’s Post: #Contest – See @Biz @ThisIsSethsBlog! In Toronto

Enter To Win Today & Take advantage of A Special Offer! The Art Of Marketing – Canada’s Marketing & Innovation Conference is coming to Toronto on Wednesday June 5th, and you don’t want to miss this line up.  The line up features: Biz Stone – co-founder of Twitter Seth Godin – New York Times Bestselling Author Charles Duhigg – Author, The Power of Habit Jonah Berger – Author, Why Things Catch On David Usher – Musician & Creativity Expert Better … Continue reading →

0

Alen Mayer’s Post: Webinar: Cold Calling for Introverts (June 5)

If you are an introvert in sales, you may be interested in attending our webinar, “Cold Calling for Introverts.” – What is this webinar all about? For some people, “introverted salesperson” sounds like an oxymoron, but times have changed. More than ever, employers see introverts sell better than some of their extroverted counterparts. The era of the back-slapping, fast-talking, in-your-face stereotypical salesperson is gone; in its place, today’s sales staff listens to customers and tries to make sales process a … Continue reading →

0

Tibor Shanto’s Post: 4 Company Culture “Must Haves” to Create a Great Sales Process

The Pipeline Guest Post – Jon Birdsong A great sales process does not start with fancy workflows and flawless forecasts. Forging a thriving sales process starts with something more integral to the organization: the company’s DNA. Make no mistake, company culture cultivates machine-like sales processes. When it’s done right, the result is admirable and motivating. The past two years have exposed the Rivalry team to a variety of sales processes and sales cultures. Some are amazing. In certain companies, salespeople … Continue reading →

0

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 →

0

Kelley Robertson’s Post: How Serious Are You?

Over the years I have had the good fortune of working directly with hundreds of sales people in a wide range of industries. I have seen dozens of sales people who have tremendous potential fail and other less talented individuals succeed. I have also witnessed on numerous occasions people who seem to be on their way down or out and this group fascinates me the most. I remember watching one particular sales rep dramatically improve his results when it appeared … Continue reading →

0

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 →

0

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 →

0

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 →