Now Is The Time To Get Ahead Of Then

By Tibor Shanto With the end of the year in site, only six shopping Saturdays till Xmas, we sometimes face hard choices as to where to put our efforts.  Put everything we have in closing and renewing what’s here and now; or ensure that I am well set for the next quarter, or year.  Unfortunately, […]

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Be Easier To Believe

By Tibor Shanto No one is saying you are lying, I know you are not, but not lying and being believable are two different things.  For sellers, it is less about telling the truth, and more about believability; if the buyer doesn’t buy the information and materials to support your offering, no matter how accurate […]

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You Don’t Have To Answer

By Tibor Shanto It seems many in sales feel the best way to show how smart they are, is to have all the answers at the ready, and feel compelled to bark an answer as soon as the prospect asks, sometimes even before.  I would suggest that even when you know the answer, no element […]

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When In Doubt – Err on The Side Of More!

By Tibor Shanto I find too many sales people, despite the image they may project, are way too conservative in their approach to selling.  While this may not be a pronounced issue for those tasked with managing or servicing current accounts, with the only expectation being “organic” growth. What is organic growth any way, is […]

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Confusing Journey With Destination

By Tibor Shanto – tibor.shanto@sellbetter.ca I spent the weekend with some friends who were planning an overseas vacation next spring.  This is something they have wanted to do for some time, they have been saving up money, vacation days, and sacrificed in other ways, in order to make the trip everything they wanted.  You can sense the energy […]

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Get Your Pumpkin Spiced Leads

By Tibor Shanto – tibor.shanto@sellbetter.ca Yes, boys and girls, tomorrow being Halloween, it is the last day to get your Pumpkin Spiced Leads, come November 1, Starbuck rolls out their Christmas and Chanukah cups, and it’s all downhill from there. Now I know you’re thinking that Shanto has gone mad, but I plead innocent.  In fact, I am […]

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What’s My Future In Sales?

By Tibor Shanto – tibor.shanto@sellbetter.ca There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people.  There is no doubt that technology will continue to change the process of revenue generation, maintenance and growth, […]

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Time To Get Around To It

By Tibor Shanto – tibor.shanto@sellbetter.ca Michael Jordan was quoted that the only thing that changes is our focus on the fundamentals, a great lesson for those who tend to be distracted by shinny objects promising “easier” way of achieving or exceeding quota, or, to avoid doing things we don’t like. One of the core fundamentals for successful selling […]

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Gaining and Maintaining Momentum

By Tibor Shanto – tibor.shanto@sellbetter.ca It has been a while since I have had the opportunity to speak with Michele Price, but I recently found this segment we did.  I am sharing it today as we head into the last week of October, and are looking to se how we can maintain momentum to finish off the year […]

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I Need Some Help

By Tibor Shanto – tibor.shanto@sellbetter.ca Despite the state of discourse in general these days, in a one on one settings, like a sales meeting for instance, most people are helpful by nature. As a sales professional, we need to walk the line of leveraging that to help us make a sale, while not taking advantage of it. I […]

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