Tibor Shanto

JANUARY 31, 2022

Includes Overtime Segment. You can read the bio below, but there is more to this episode than a simple bio. Craig brings a deep wealth of knowledge about sales and revenue success. Sitting at the intersection of sales tech and sales methodology. Craig has a proven and unique ability to identify trends that impact sales and how to either leverage the good, and avoid the risky.

Consult 144

Consult Presentation Technology Technology 144

Tibor Shanto

JANUARY 25, 2022

By Tibor Shanto. In a world of monthly subscriptions and the battle for new clients/revenue, the victim is often margin. To be frank, it is no different in a purchase cycle , bringing on clients without margin is, well, costly. So, I think it is important to plan how you upgrade your current account base, and potential targets. Sometimes the best hunting is in your own pond, growing your margin requires replacing, and upgrading current accounts.

Commission 157

Commission Territory Negotiate Quota 157

Tibor Shanto

JANUARY 24, 2022

Subscribe today , and take the Breakfast on the go! Fred Copestake is a consultant, trainer, coach and an expert in helping sales professionals around the world to improve their performance and unleash their full potential. With his unique style and pragmatic approach, Fred has worked in more than 35 countries delivering projects that range from implementing a European academy for a leading beer brand, developing sales skills in the Middle East for global healthcare companies, and introducing ac

Healthcare 144

Healthcare Consult Engineering Clients 144

Tibor Shanto

JANUARY 18, 2022

By Tibor Shanto. Last week I started these two parts look at planning for a successful sales year. One thing that may not have come across is that planning is an ongoing process, rather than a periodic thing. Like training or coaching, it is not a thing but a companion, one that must be constantly cared for. The reality is you get what you plan for; we need to be constantly planning.

Sell 157

Sell Process Sales Prospecting 157

Tibor Shanto

JANUARY 17, 2022

Subscribe today , and take the Breakfast on the go! Jake Dunlap – CEO of Skaled , and in that role, everyday Jake helps companies operationalize key aspects of their sales and marketing organization. As CEOs, Senior Execs, and Sales people, our world is changing so rapidly and keeping pace is extremely hard. Jake and Skaled, help with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current ma

Strategize 144

Strategize Launch Customers Sales 144

Tibor Shanto

JANUARY 11, 2022

By Tibor Shanto. I’ve read several pieces offering suggestions that now is the time to develop the right plan for the year ahead. One can argue about the timing, some, me included, would say the planning should already have been done. January, or any first month of a fiscal year, should be used to hit the ground running, not planning. But if you’re going to plan, there is more to it than Territory or Account Planning.

Territory 167

Territory Quota CRM Pipeline 167

Tibor Shanto

JANUARY 10, 2022

Subscribe today , and take the Breakfast on the go! Sean McAuliffe is a solutions-oriented entrepreneur who built a multimillion-dollar business from strategic inception to successful acquisition. Since founding his first company, IKS (International Key Supply), in 2012, Sean has grown the organization from a part-time e-commerce gig to a full-time multichannel business that generates $28M+ in annual sales and employs a growing staff of more than forty team members. .

E-commerce 144

E-commerce Drivers/motivators Strategize Growth 144

Tibor Shanto

JANUARY 4, 2022

By Tibor Shanto. I have regularly talked about the importance of deliberate and intentional change. Some tell me I go on and on about the 360 Degree Deal View , way too much; but I can’t help it. It is just one element of learning. The video below was prompted by an article from McKinsey, Intentional learning in practice , apparently their 10th most popular article for 2021.

Represent 157

Represent Sell Sales Prospecting 157

Tibor Shanto

DECEMBER 21, 2021

By Tibor Shanto. While this time of year is great to unplug, there are some habits we can work on while celebrating. One not unique to this time of year is reflection, the year that was, the year to come. I say not unique, because sales pros are always looking to the past to execute here and now. Change requires understanding, understanding is a result of learning, from books, others, or life.

CRM 157

CRM Pipeline Prospecting Conversion 157

Tibor Shanto

DECEMBER 20, 2021

Subscribe today , and take the Breakfast on the go! Dave Mattson is a best-selling author, sales and management thought leader, keynote speaker and leader for sales training seminars around the world. As CEO and President of Sandler Training, Mr. Mattson oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances and support.

Consult 130

Consult Clients Sell Sales 130

Tibor Shanto

DECEMBER 14, 2021

By Tibor Shanto. Life is so Shakespearean , especially for the 40 some odd percent of salespeople who’ll fail to deliver quota, again. Let’s face it the quota train has left the station and headed for next year. So, what’s left to do? Well, the honest answer would be to look to next year, and or, explore other professions. But if you still cling to hope, here are two things to consider.

Technique 157

Technique Quota Pipeline Prospecting 157

Tibor Shanto

DECEMBER 13, 2021

Subscribe today , and take the Breakfast on the go! John Smibert is an Australian who invested 38 years as a successful sales leader in four USA and Japanese IT corporations – IBM, NCR, Unisys and Fujitsu. Since 2004 he has assisted B2B selling organisations to transform the way they sell. John is passionate about enhancing professionalism in sales.

B2B 144

B2B Prospecting Sell Sales 144

Tibor Shanto

DECEMBER 7, 2021

By Tibor Shanto. Given that there are about 24 days left in the year, somewhat fewer selling days, you need to make some decisions. If you are going to make or exceed quota, the path should be clear, and you’re on your way. You should watch the video in all cases as it may add something new to your already successful repertoire. If you don’t see a path to quota , it’s time to focus on next year.

Prospecting 157

Prospecting Quota Sell 157

Tibor Shanto

DECEMBER 6, 2021

Subscribe today , and take the Breakfast on the go! Richard “Rick”Janezic is Chief Sales Officer for StrikeZone Sales Systems, a management consulting and sales productivity improvement company focused on helping executives, investors and boards of small and middle market B2B firms to increase financial strength and valuation. His executive leadership, sales, and technology experience includes 17 years in Fortune 500 companies, and more than 20 years in middle market, small, and early stage

Healthcare 144

Healthcare Hospitality Management Consulting Manufacturing 144

Tibor Shanto

NOVEMBER 30, 2021

By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. The result is a lot of wasted resources, and disappointed people on both ends of the journey.

Sports 157

Sports Quota B2B Education 157

Tibor Shanto

NOVEMBER 29, 2021

Subscribe today , and take the Breakfast on the go! Shane Lawrence – Managing Partner – SMB Acuity Shane brings real-world experience and insights into the development and implementation of successful business engagement strategies. With a proven track record of sales results and entrepreneurial thinking, Shane has spoken widely on topics such as engaging small businesses, building better customer experiences and effective segmentation and is an expert on Small Business research and insi

B2B 144

B2B Prospecting Product Customers 144

Tibor Shanto

NOVEMBER 23, 2021

By Tibor Shanto. This week’s post is short and sweet, think sweet potato fries. It’s a short week, leading to a short time to the end of the sales year, so I thought I would make this short and to the point. But, before you watch the video below, you might want to put George Clinton on in the background, specifically “ Do Fries Go With That Shake?

CRM 278

CRM Clients Service Product 278

Tibor Shanto

NOVEMBER 22, 2021

Subscribe today , and take the Breakfast on the go! Mark Roberts is a senior-level sales and marketing leader with over 35 years’ experience driving profitable sales growth in market-leading organizations. He has done so at companies like Timken, Vantage Mobility, Gardner Denver, Mobility Works, and Frito-Lay. Mark is an author, public speaker, sales consultant sales trainer, and sales coach.

Consult 144

Consult Clients Growth Sales 144

Tibor Shanto

NOVEMBER 16, 2021

By Tibor Shanto. A simple question, it should natural, like an athlete know their number, the chef knows the recipe, etc. Yet a surprising number of salespeople I ask the question, really can’t answer directly or with confidence. Many reps and managers look at opportunities independently of one another, but the pipeline is a collective of opportunities.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Tibor Shanto

NOVEMBER 15, 2021

Subscribe today , and take the Breakfast on the go! Simon Hares set up SerialTrainer7 Ltd in 2014 with a view to getting people where they need to be quicker and leaving them there better. With over 25 years experience training sales and management the training is described as more than different, it is relevant. SerialTrainer7 Ltd offers training and development in three key areas, Management & Leadership, Sales and Business Development and Behavioural Improvement.

Hospitality 144

Hospitality Legal Retail Gaming 144

Tibor Shanto

NOVEMBER 9, 2021

By Tibor Shanto. Many will remember the 2016 buzzer beater Kris Jenkins of Villanova scored to win the championship. The crowd was excited, a once in a lifetime shot. But was it? Do a little digging and you’ll find that the buzzer beater was part of every practice. At the end of the practice so people would be as exhausted at the end of a game. Leave nothing to chance, prepare for every know or “should have known” scenario.

Gaming 167

Gaming Prospecting Sales 167

Tibor Shanto

NOVEMBER 8, 2021

Subscribe today , and take the Breakfast on the go! Anita Nielsen is a Sales Performance Strategist, Consultant, and Coach. With 20 years of cross industry experience from various roles in B2B Sales and Sales Enablement. Anita is committed to her clients’ success and relentless in finding solutions for the various problems faced by senior B2B sales leaders.

B2B 144

B2B Consult Clients Growth 144

Tibor Shanto

NOVEMBER 2, 2021

By Tibor Shanto. One of the hardest challenges salespeople face is an undifferentiated world is price. While all roads lead to price, the question is which road you choose, and how you get your prospect there. So, while price will always be a factor, you don’t have to be a hostage to it. If you lead one way, you’ll face one set of responses, pick a different path, and you will yield different results.

Price 167

Price Prospecting Conversion Sell 167

Tibor Shanto

NOVEMBER 1, 2021

Subscribe today , and take the Breakfast on the go! Joel Stevenson is the CEO of Yesware – a leader in sales productivity software. Prior to Yesware Joel was the GM and founder of Wayfair’s B2B division which he grew to several hundred million in revenue. He began his Wayfair career by leading the company’s home improvement products division, followed by his role as Managing Director of Wayfair UK, where he drove growth of the company’s international presence.

Consult 144

Consult B2B Growth Product 144

Tibor Shanto

OCTOBER 26, 2021

By Tibor Shanto. I remember working with someone who had a habit of asking that seemed out of place but were in fact right on target. In casual conversation about your pipeline, he would learn the average length of your sales cycle. That in itself was a challenge for most, the common response being depends. If the conversation took place in late October, and your average cycle is four months, he would ask the following.

Pipeline 157

Pipeline Closing Follow-up Conversion 157

Tibor Shanto

OCTOBER 25, 2021

The episode includes Overtime segment not seen on live broadcast. Subscribe today , and take the Breakfast on the go! Mareo McCracken is the Chief Revenue Officer at Movemedical, where he guides the sales, marketing, and customer success efforts. Prior to helping lead this Med Tech SaaS company, Mareo was the top performing salesperson at multiple companies in various industries including financial services, marketing, logistics, manufacturing, and commodities.

Sports 130

Sports Manufacturing Education Trust 130

Tibor Shanto

OCTOBER 19, 2021

By Tibor Shanto. I’ll start by reminding people that most of the things salespeople do, they were led to do by their manager. So, they, managers, are to blame, they are also the ones to lead a change to make things better. While results are the final measure, there are many indicators along the way. The power of these indicators is they allow you to act now, impacting your current opportunities, not strictly future ones.

Closing 157

Closing Quota Prospecting Process 157

Tibor Shanto

OCTOBER 18, 2021

Subscribe today , and take the Breakfast on the go! Christian Maurer , a Sales Leadership Methodologist , had 2.5 careers during his professional life. Holding an Engineer’s Diploma from the Swiss Federal Institute of Technology (equal to an MS in Engineering), he started out with a corporate career with telecom equipment manufacturers where he held positions such as: Product Manager, Business Manager, Director of Corporate Strategic Planning and COO of a joint venture start-up company.

Strategic planning 157

Strategic planning Manufacturing Consult Strategize 157

Tibor Shanto

OCTOBER 12, 2021

By Tibor Shanto. The generally correct answer is any reasonable time. Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. I know many salespeople hope they can know the exact time the right prey will be at the watering hole.

Prospecting 288

Prospecting Drivers/motivators Cold Call Gaming 288

Tibor Shanto

OCTOBER 11, 2021

Subscribe today , and take the Breakfast on the go! Warren Coughlin helps principled entrepreneurs build a Business That Matters. That is one that delivers to you, the owner, attractive profits and a fulfilling lifestyle while also creating positive impacts on customers, team and the larger community. In other words, it is one that helps make the world – or just your corner of it – a better place.

Strategic planning 144

Strategic planning Pitch Strategize Presentation 144

Tibor Shanto

OCTOBER 4, 2021

By Tibor Shanto. I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter.

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

Tibor Shanto

OCTOBER 4, 2021

Subscribe today , and take the Breakfast on the go! Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement. He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems.

Clients 144

Clients Growth Service Sales 144

Tibor Shanto

SEPTEMBER 28, 2021

By Tibor Shanto. Most people when challenged or pushed will revert to their comfort zone, and for sellers, comfort is their product. I know what you’re thinking, “not my team.” Yet every time we do an exercise around what “you sell”, we see a different result. In almost all cases, sellers answer that question in the form of the deliverable. Most of the time the answer is a description of their product, and when it’s not, it’s usually no more than a feel-good statement, “I sell peace of mind,

Objectives and Key Results 167

Objectives and Key Results Appointment Prospecting Up-sell 167

Tibor Shanto

SEPTEMBER 27, 2021

Subscribe today , and take the Breakfast on the go! Frank Cespedes teaches at Harvard Business School, ran a business, serves on Boards, and is affiliated with VC and PE firms. He is the author or co-author of six books as well as articles in Harvard Business Review, Wall Street Journal, Business Horizons, California Management Review, International Encyclopedia of Business and Management, Journal of Managerial Issues, Journal of Personal Selling & Sales Management, Marketing Encyclopedia,

Price 144

Price Up-sell Sell Start-ups 144

Tibor Shanto

SEPTEMBER 23, 2021

By Tibor Shanto. There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. Sales Enablement is a hot topic, and as such, some will abuse it for their own good (or bad).

GTM 167

GTM Sales Consult Quota 167

Tibor Shanto

SEPTEMBER 21, 2021

By Tibor Shanto. While the exact number may vary, people in sales continue to accept the false assertion of an 80/20 world. Keeps the 80% out of the way, allowing the 20% to do their thing. This piece does not set out to change the concept, life will do that, but to explore the 20%. They not only do things differently and better, but start with a different vision, view if you will.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

Tibor Shanto

SEPTEMBER 20, 2021

Subscribe today , and take the Breakfast on the go! Jay McBain is one of the most visible and respected thought leaders in the global channel. Named 2021 Channel Influencer of the Year by Channel Partners Magazine, Top 40 Under Forty by the Business Review, as well as numerous channel magazines top influencer lists, he is often sought out for industry guidance and future trends.

Sales 144

Sales Prospecting Sell 144