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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Why So Defensive?

By Tibor Shanto While sales people would have you believe they are a confident lot, able to get others to see their view and follow them with comfort.  But when you watch them in play, on the sales field with the buyer, their behaviour comes across quiet differently.  For the most part, they behave with […]

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Selling To Sybil

By Tibor Shanto I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less.  I worked with a company that had very clear and detailed outline of the various personas (or is it […]

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Best Intentions Are Defeated By Time

By Tibor Shanto The biggest difference between consistent sales winners, and also rans, is this time of year also rans make resolutions, winners prepare action plans. Resolutions are great, the word just rolls off the tongue with such ease, not at all hampered or weighed down by meaning or commitment. Resolutions by nature are feel […]

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What If I Hadn’t Called?

By Tibor Shanto As most of you know I am a regular proponent of making cold calling part of your prospecting mix.  Beyond the logic of expanding your tool kit to include all things that lead to engagement, how you engage with your prospects will very much inform and shape the conversation you have with […]

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