All Posts by Tibor Shanto

The Human Side Of Automation

By Tibor Shanto Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience.  To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success.  But when you look at the performance of many reps, […]

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The Human Side Of Prospecting

By Tibor Shanto The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. The murky fluid nature of the grey that is human emotion, clouds objectivity, suppresses logic and nullifies many conclusions derived from reams and mountains of data. While data […]

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Coach The Mindset

By Tibor Shanto A common question I am often asked about sales is what are the characteristics or attributes of successful salespeople.  The potential list of responses is as varied as the number of sellers and potential buyers.  Some of these can be learned practiced and mastered; others are less defined, but the best, those […]

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“Cold Case” Calling

By Tibor Shanto A frustration for many sales leaders, is the knowledge literally stuck in their teams’ pipelines.  The thought of how much getting revenue would be realized if it were indeed ‘Unstuck”, has laid rest to many Johnnie Walker Blacks.  Unanswered e-mails, forgotten or worse, ignored tasks, proposals set adrift with no way home, […]

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Your Script Is Your Ticket To Success

By Tibor Shanto Want to have fun on a Monday morning, just say the word “Script” to a group of B2B sales people, and watch; their reaction will range from horror at the thought of using one, to those who are surprised that anyone would question the need for one.  Some of you who follow […]

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Welcome Onboard

By Tibor Shanto As mentioned in my first post this year, from time to time I’ll be checking in on a couple of sales people. Nancy, as you’ll recall, is new to sales, recently started as a sales rep at Red Mountain (changed the name, but there are clues), selling to industrial companies and buyers.  […]

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Day One!

By Tibor Shanto The first day of the sales year is always a special day.  Some sales people tell me it reminds them of their first day of school, an interesting view.  Some see it as “doing it all over again”, hoping for slightly better results; others see it as blank canvass of opportunity, where […]

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A Fond Farewell to 2017!

By Tibor Shanto Almost there now, 2018, another chance to do it better.  To do that we need to look back and learn from the past.  Below are the five most popular posts of 2017, as measured by views, and my own view of the posts on reflection.  Did I have better posts? Sure, but […]

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