By Tibor Shanto I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. … [Read more...] about How They Make Decisions – Not How They Buy
The Opportunities Of Prospecting – Podcast
By Tibor Shanto Based on the conversations people are looking to have, it is hard to believe that cold calling is dead. I had a thoroughly enjoyable … [Read more...] about The Opportunities Of Prospecting – Podcast
Don’t Make It Sound So Negative
By Tibor Shanto Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow … [Read more...] about Don’t Make It Sound So Negative
Set Expectation You Can Live Up To
By Tibor Shanto It’s the oldest thing in sales: “Under-Promise – Over Deliver,” yet many mix this up, often … [Read more...] about Set Expectation You Can Live Up To
Letting Your Prospects Train You
By Tibor Shanto Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If … [Read more...] about Letting Your Prospects Train You
Freeing Up Sales Bandwidth
By Tibor Shanto I enjoy doing podcasts about sales, and as with anything, some are better than others. The ones I seem to enjoy most are ones … [Read more...] about Freeing Up Sales Bandwidth
