Prospecting Sales SME 
The Pipeline
JANUARY 22, 2019
People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. By Tibor Shanto. Best Defence Is a Good Offence.
The Pipeline
NOVEMBER 19, 2020
Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. No, seriously!
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The Pipeline
OCTOBER 24, 2019
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 you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. Refining how they prospect and conduct discovery. Train The Prospect.
The Pipeline
SEPTEMBER 3, 2019
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 be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. This has become a lost craft in the day of sales disintegration, i.e., SaaS sales.
The Pipeline
OCTOBER 16, 2018
Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? But for most B2B sales, it has to be tied to business objectives. But for most B2B sales, it has to be tied to business objectives. By Tibor Shanto.
The Pipeline
SEPTEMBER 21, 2017
Now let’s apply that to a prospect, the square they are in represents their current state, and the square they end up in, represents their state, where they are, after a purchase decision. To move these prospects, you’re going to have to “pull”. These prospects have “to be led to”, and you have to do the leading.
The Pipeline
APRIL 6, 2021
So, how does this apply to sales? It dominates and rules every conversation, casting a shadow over every sales conversation you have. Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. Let’s look at these through a sales lens.
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