By Tibor Shanto Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less … [Read more...] about Your Reaction To Objections Is Hardwired
Objection Handling #Webinar
Those of you who follow the blog, know that along with my friends at Scott’s Directories, have been presenting a series of webinars on Proactive … [Read more...] about Objection Handling #Webinar
Let’s Not Confuse Pipeline Trends with Individual Opportunities
By Tibor Shanto Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data … [Read more...] about Let’s Not Confuse Pipeline Trends with Individual Opportunities
All That Glitters Is Not Gold
The Pipeline Guest Post – Mel Harding These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. … [Read more...] about All That Glitters Is Not Gold
Marginalize Objections Before They Come
By Tibor Shanto Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. But then there those … [Read more...] about Marginalize Objections Before They Come
Pack Your Prospecting Call With Things to Unpack During Discovery
By Tibor Shanto While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can … [Read more...] about Pack Your Prospecting Call With Things to Unpack During Discovery
