By Tibor Shanto While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can … [Read more...] about Turn Pains Into Priorities
Does Your Prospecting Lack Persona?
By Tibor Shanto We need to stop doing things that sound good but do no good and focus on getting it right, not … [Read more...] about Does Your Prospecting Lack Persona?
Ignoring The Buyers’ State of Readiness
By Tibor Shanto I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or … [Read more...] about Ignoring The Buyers’ State of Readiness
Stop Jumping Ahead Of Objections
By Tibor Shanto Are you one of these reps who likes jumping ahead of objections, or just likes to jump in all … [Read more...] about Stop Jumping Ahead Of Objections
Sales Lessons Learned at the Movies
By Tibor Shanto It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the … [Read more...] about Sales Lessons Learned at the Movies
Winning Your Prospect’s Prospect
By Tibor Shanto We’re all familiar with the expression “The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but … [Read more...] about Winning Your Prospect’s Prospect
