data.com connect presents: tibor shanto - don't give your pipeline an unwanted new year's...
Post on 21-Jan-2018
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@TiborShanto www.TiborShanto.com
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@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
Download Your Copy Here:
@TiborShanto www.TiborShanto.com
Home Stretch
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
Time Allocation• You can only allocate time, you can’t manage it
• You can manage activities within the time allocated!
Prospecting %Selling %Acc’t Mgent %Admin %Prep/research %Planning %FireFighting %
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
Appointments
Prospects
Proposals
Sales1
2
2
2
3
6
12
24
Conversion Rates
RequiredOutput
Metrics
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
Disqualify – Not Qualify
• What’s your closing average?
• 20% - 5 : 1
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
How Long To Disappointment?
• Know your competitors
• What are the common disappointments
• How has buyers’ expectations changed
• How has your offering changed
• What have you learned from deals you’ve won
@TiborShanto www.TiborShanto.com
Don’t Be Doomed To Repeat
@TiborShanto www.TiborShanto.com
360o Deal Review
@TiborShanto www.TiborShanto.com
Persistence is Key
@TiborShanto www.TiborShanto.com
PursuitCadence• Overwhatperiod
Monday Tuesday Wednesday Thursday FridayWeek1
Week 2
VM VM
EM
Call
LI
Snail Mail
TxT End Call
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
@TiborShanto www.TiborShanto.com
Referrals 2.0
@TiborShanto www.TiborShanto.com
Jerry
Patti
George
Peter
Helen
Architect- Design
Furniture
RealEstate
Mover
Wiring
Minus18Months
Minus12Months
Minus12Months
Minus4Months
Event
TimeToEvent
Referrals 2.0
@TiborShanto www.TiborShanto.com
• Sales (All) people will follow one of two X’s:• Execute• Excuses
• Execution – Everything Else is Just Talk
Two X’s Of Sales
@TiborShanto www.TiborShanto.com
Ranked8thontheTop30SocialSalespeopleInTheWorld– Forbes.com2014Top50Sales&MarketingInfluencersfor2015– TopSalesWorld50MostInfluentialPeopleinSalesLeadManagementin2014Top50Sales&MarketingInfluencersfor2014– TopSalesWorldTop25SalesInfluencersfor2014– OpenView LabsGoldMedalTopSales&MarketingBlog2013– TopSalesWorldAwards
Tibor Shanto
@TiborShanto www.TiborShanto.com
Ranked 8th – Top 30 Social Salespeople In The World – Forbes.com 2014Top 50 Sales & Marketing Influencers for 2015 – Top Sales World50 Most Influential People in Sales Lead Management in 2014Top 50 Sales & Marketing Influencers for 2014 – Top Sales WorldTop 25 Sales Influencers for 2014– OpenView LabsGold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards
Tibor Shanto
https://is.gd/Triggerhttps://is.gd/VMSEBTibor@TiborShanto.comhttps://is.gd/OHHAA
@TiborShanto www.TiborShanto.com
Tibor ShantoPrincipalRenbor Sales Solutions Inc.(855) 25-SALESTibor@TiborShanto.comwww.TiborShanto.com
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