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Tibor Shanto Articles

Guest post by: Tibor Shanto

The Happiness of Pursuit - Click To Read Article
In sales the pursuit is the thing, real sales people enjoy the process as much as the outcome. Of course if you are not getting the results, it is hard to like the process.

Objections – Rejections - Click To Read Article
The only way to avoid rejection in sales, especially cold calling, is not to do it. If you can't afford not to do it, you need to learn how to manage the rejection and leverage it to move your sale forward.

Question Testing - Click To Read Article
Questions are the key to sales success. Creating the right questions is a process, the more you mater it, the more productive you will be.

TRIPLE Your Sales - Click To Read Article
Increasing sales is not as difficult as some would have you believe. The hard part is committing to a process and having the discipline to stick with it no matter what hurdles may appear. This article presents some specific steps that will help you achieve that.

Success, by Choice - Click To Read Article
Every month we diligently publish our newsletter presenting ideas, techniques, as a means helping sales professionals sell better. Add ours to the thousands of other fine newsletters appearing each month, hundreds of books published, webinars, blogs and multitudes of other sources of sales advice available. Yet despite this wealth of quality advice and techniques, consistent application and results continues to be an unattainable goal for many.

Success - Click To Read Article
Success is not an abstract concept, it is something that can be planned, and executed, you just need to focus on the right elements. Here are some core components if you are in sales.

ROI With Teeth - Click To Read Article
Many sales reps today rely to heavily on ROI based selling. The concept being that if one can show a company or individual a return on their invested dollars within a reasonable time frame, there should be no reason why an average sane buyer would not buy what they are selling. However, all too often these ROI calculation is too vendor centric, and fail to engage the prospect.

Selling to Procurement - Click To Read Article
Even during the best of times procurement or purchasing specialists are a reality sales people would rather not deal with. As the economy tightens and companies reexamine their spending, reclassify things in terms of crucial or discretionary, the role of these professionals becomes even more critical and frequent. They make more decisions in a vacuum where value is a distant second to price, Procurement Specialist wield more power than ever before.

Running the Sale - Click To Read Article
I am more than sure that I am not the first to make the linkage between sports and sales and how one is greatly analogous to the other. Like most I tend to relate to it through the sport I know which is running, just like my friend who was a competitive swimmer in his youth, so he draws on that. At my age I do not run competitively, and because of that, as with my selling, it is an endless process of continuous improvement.

Selling in the NOW Economy - Click To Read Article
There is a lot of chatter out there about the great downturn in the economy and its potential impact on you and me. In the sales world, there are a lot of articles popping up all over advising all on how to sell in economic downturns, recession proof selling, five key things to do in a down market, 3 must haves to protect your sales when the sky is falling and a lot more.

Dialling for Prospects - Click To Read Article
Despite all the chatter, cold calling is still a part of any B2B sales approach. But as technology and buyer expectations change so must the way sales people cold call.

Lead Management - A Focus Above the Funnel -- Part I - Click To Read Article
Most of the time people focus on the funnel and prospecting, and take a less structured approach to managing leads and activities during the lead and lead conversion phase of the sale. A number of things you do at this early stage can dramatically impact the end result before they ever enter the funnel.

Lead Management - A Focus Above the Funnel - Part II - Click To Read Article
Most of the time people focus on the funnel and prospecting, and take a less structured approach to managing leads and activities during the lead and lead conversion phase of the sale. A number of things you do at this early stage can dramatically impact the end result before they ever enter the funnel.

Start of Year Tune Up! - Click To Read Article
New year, new beginnings. Give yourself an edge and get ahead of the fray by doing a few simple things at the start that will pay of the entire year and beyond.

Discover How To Leverage Voice Mail To Make More Sales - Click To Read Article
Productivity and cost efficiency are key drivers for corporations adopting new technologies. While it is hardly new and few can dispute its overall benefit, voice mail is one technology that has greatly reduced the productivity of Business-to-Business sales people and increased cost for their employers. This, however can be fixed. Here's how.

Here Is To Relationships and Sales - Click To Read Article
Beware the smiling face of the relationship in sales. Today's friend may not be tomorrow's butterfly.

How Much?! - Click To Read Article
Value is a two way street, while you definitely have to deliver it to the buyer, it has to represent value to you and your company. Failing that you run the risk of being able to deliver neither when your company shuts down.

Two Words You Always Want To Use To Help You SELL BETTER! - Click To Read Article
With all the focus on the type of questions you can ask in sales, many sales people lose sight of the goal of the questions, and with that lose the ability to effectively move the sale forward. Here we focus on how to structure questions and why the type of question is less important than how and why you ask the question to begin with. Once you master and understand how and why, you won't worry as to the type of question.

Rediscover A Proven And Easy Way To Increase Sales And Productivity - Click To Read Article
There are many great sales people, just as there are some great athletes, but neither can succeed consistently without focusing on the basics. Those fundamentals that allow the great ones to soar - and when overlooked or taken for granted, cause the average to fail.

Actioning Your Plan - Click To Read Article
If you are going to drive revenue in a consistent fashion, you need to be able to focus on the "right" opportunities. To do that you need to be able to develop, validate and execute a plan or a series of plans to win sales and make goal.

How to Shorten Your Sales Cycle? - Click To Read Article
Shortening the sales cycle is a key objective for most sales organizations and sales professionals. How to do that continues to be a challenge. There are a number of proven ways, this article discusses one approach. As with any though, you do have to apply discipline and effort to make it work.

A Means to an End - Click To Read Article
One of the most stressful moments for most sales people comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect. There are a number of factors in determining if and when to do an end run in order to win a deal. The value of the product/solution to the client organization; how pervasive is your solution in the client’s organization; how the client goes about purchasing both in terms of deciding and executing the purchase. And most notably, how good the rep is to begin with.

Working Backwards From Your Goal To Get Ahead - Click To Read Article
It is always interesting when you sit with a group of sales people and the subject turns to sports. No matter what the sport, there is the inevitable talk of the leaders and their potential accomplishments over the course of the season. The athlete’s numbers are dissected and analyzed from all angles, usually in connection with a pool or a wager. Like athletes, sales professionals need to track their stats if they want to consistently outperform. How many at bats? Or better yet how many appointments did you have this year, and how is that versus last year? Is that number of appointments adequate to get you to your goal?

What's Your Value Proposition? - Click To Read Article
It is one thing to propose value to a client, and perhaps they may buy from you, a vendor. But to become a partner you have to become a source of vale, to do that you have to mutually build it with your client.

Strategic approach to all accounts - Click To Read Article
A strategic approach is not limited to National or Major Accounts only. Unless your sales are 100% opportunistic, a strategy is still key to managing your team, and for each member of the team looking to succeed not only on an account level but their whole territory.

We Sell Like We Buy - The Yin and Yang of Sales - Click To Read Article
Many sales leaders fail to realize how their actions impact their sales teams' performance. The old adage of do as I say not as I do comes in to play. One of the severe impacts is the way in which our leadership goes about purchasing, the way in which they do that very much reflects the way their teams will end up selling, no matter what they might tell them to do. In short, We Sell like we Buy!

Took my Time - Click To Read Article
If you want tomaster sales, master time. Not manage time, but be the master of your time.

Hire a Sales Rep - Not a Product Rep - Click To Read Article
The question is familiar and old, do I hire someone who has product strength; or hire a real sales person, then teach him/her the product/service our company provides. Well, fear no more the answer is here, read on!

Five Proven Ways to Get More Appointments - Click To Read Article
This time of year you see a lot of surveys about sales, views of sales leaders and their goals for the year ahead. One consistent theme is the need for more prospecting both within existing accounts and for new clients. This can not be accomplished without getting appointments, probably the least liked activity for all sales people, veteran or new. It's not rocket science: Sales come Prospects, Prospects are a result of meeting with people: Appointments.

CRM: Culture or Technology - Click To Read Article
CRM as a concept is great, in practice it is very different. For those who hope software will address they woes without addressing their sales process, it is a long costly and painful realization. For CRM to succeed, it has to start with process and culture, then use software to reinforce and grow.

How much is too many? - Click To Read Article
There is a big difference between being persistent and being an unprofessional badger. Make sure you don't fall to either extreme why doing your job.

Thank You! - Click To Read Article
sometime the smallest thing can either differentiate you and your approach, or demonstrate that you are just like the rest. The difference is about 30 seconds, and old fashioned courtesy, thank you.

Understand Pipeline Management for Stronger Forecasts - Click To Read Article
Having clear definitions around your sales, and sales stages help one sell better, organizations plan and use resources more efficiently, and most importantly win more sales and happy customers. Taking the time to define and understand the difference between forecasts, pipeline, prospects and more, pays continuous dividends.

Thoughts For Incentives - Click To Read Article
Incentives are one of the greatest challenges most sales organizations face. While many start with the age old adage that "incentives drive behavior," they still find it difficult achieving a plan that drives business. One of the core challenges is that many organizations do not clearly define the behavior that they are truly trying to drive. While it is easy enough to say you want your incentive plan to drive sales, sales are not a behavior, they are an outcome.

I Couldn't Do That - Click To Read Article
The start of the year allows for new things, new habits, new approaches; Some will look for ways to improve and change, other will look for reasons why they could not try something new. Which one are you?

Sales and the City - Click To Read Article
What kind of relationships is your sales approach creating? One night stands, or long-term productive partnerships. Learn to consistently create the latter. If you're a sales person, whose only relationship is with their commission, rather than your clients. You should consider a more meaningful, long-term and rewarding (financial and otherwise) sales relationship.

Management by Osmosis - Click To Read Article
Sales Managers are a critical part of any sales organization and by extension, the entire enterprise. Selecting the right manger and providing them with the tools and skills necessary to succeed are vital, and sadly too often mismanaged. Avoiding this costly error should be the most important mission for senior executives in a sales organization, it should be hands-on and practical, not passive and emotional.

Resolve to Commit - Click To Read Article
Each year starts out with resolutions and plans to change the way we do things. Well it takes more than just hopes and wishes. You have to resolve to commit and then execute with every action.

Brother can you Spare a Sale? - Click To Read Article
Sometimes you have to look beyond sales and to unexpected sources to figure out what you have to do to succeed in sales; so be it if it can make a real difference.

As in the Movies, in Sales, the Closing Isn’t Everything - Click To Read Article
A good movie has a number of elements similar to good sales. As the director, you have to plan, manage, and execute the sale in a way that builds to a mutually satistfying ending.

Time To Swap Rituals - Click To Read Article
Sales people and their managers spend too much time performing the wrong rituals for the wrong reasons. Instead of focusing on closing the last week of the month or quarter, they just need to switch rituals and focus on adding new opportunities every day. This will allow them to always be closing something based on what they have already started.

Implementation vs. Execution - Click To Read Article
Sales leaders need to understand and appreciate that words count, and using the wrong words or using words inappropriately will lead to same results: wrong and/or inappropriate. Using the right words will help their teams achieve the desired results and improve execution.





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