Most Active Articles 2013-06-19T05:59:07.252-04:00 Business Exchange Business_Exchange@businessweek.com urn:com:businessweek:bx:topic:most-active:sales-enablement Barbara Bix bbix887 urn:com:businessweek:bx:article:7450416474831023443-87c35c080132184973dae0a06d2e20c5 2013-01-04T06:26:09.802-05:00

When the buyer is remote, you need to be that much more strategic in how you present a proposal and win the deal; with the effort invested in getting the sale to the point of proposal, why do some sellers ease their focus and effort at this critical point.

When the buyer is remote, you need to be that much more strategic in how you present a proposal and win the deal; with the effort invested in getting the sale to the point of proposal, why do some sellers ease their focus and effort at this critical point. http://www.sellbetter.ca/blog/just-mailing-it-in-video/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:11864853401433222115-3d1706471148f64e206e24576ac9d735 2013-02-18T07:55:41.742-05:00

Act on a plan and the attitude will follow, a winning attitude without execution is just a positive plan that makes one feel good.

Act on a plan and the attitude will follow, a winning attitude without execution is just a positive plan that makes one feel good. http://www.sellbetter.ca/blog/winning-is-an-everyday-thing-sales-exchange-188/# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:12021392500350027173-62cc1ff1a594aef795c5d2b8cf971d8c 2013-03-13T07:57:41.807-04:00

How to mislead your buyer and short sell your value and opportunity in one needless move.

How to mislead your buyer and short sell your value and opportunity in one needless move. http://www.sellbetter.ca/blog/dude-youre-gonna-need-more-than-15-minutes/# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:16886161486146791785-2261f57c60a614113e2fb15e9faf312e 2013-05-15T06:11:38.391-04:00

Don’t’ let the heat of the moment or the stage of the sale cause you to confuse or something good the buyer says with an objection. Deal with the root cause, and you’ll be in a position to move things forward.

Don’t’ let the heat of the moment or the stage of the sale cause you to confuse or something good the buyer says with an objection. Deal with the root cause, and you’ll be in a position to move things forward. http://www.sellbetter.ca/blog/conditions-are-not-objections-video/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:1302047787721847641-779bf65befb0fccf8cf410a82870d2a9 2013-03-25T06:05:53.752-04:00

It would be great to have to have a product or service that has everything any one ever wanted, nut until then, sell what you have now.

It would be great to have to have a product or service that has everything any one ever wanted, nut until then, sell what you have now. http://www.sellbetter.ca/blog/sell-what-you-have-sales-exchange-193/# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:8031148629864246290-1642b07d90ed9be28b2c66d949e5b147 2013-03-08T06:20:31.967-05:00

Focusing on things they can’t change, is just a weak rep’s way of wasting time and avoiding the work that really needs to be done.

Focusing on things they can’t change, is just a weak rep’s way of wasting time and avoiding the work that really needs to be done. http://www.sellbetter.ca/blog/managers-its-easier-than-you-think/# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:10890326687062298547-6b547374cc0fd0c5853b3e6512e1dfbf 2012-12-24T06:26:38.512-05:00

http://www.sellbetter.ca/blog/?p=6437# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:18177645222042616896-0b2796d400f3fe9d02b9746f2ad24305 2013-04-24T06:11:42.584-04:00

If you can get someone to think for a minute, you can get them to engage; in a world of beige, the best way to get someone to stop think and act, is to provoke. Not hit them over the head, but rather poke and stir, to trigger a reaction that leads to action.

If you can get someone to think for a minute, you can get them to engage; in a world of beige, the best way to get someone to stop think and act, is to provoke. Not hit them over the head, but rather poke and stir, to trigger a reaction that leads to action. http://www.sellbetter.ca/blog/be-provocative-in-demonstrating-results-video/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:8571260941590488032-901b742d174419aa9a649fb9de0de795 2013-04-05T07:24:57.830-04:00

If you want to get your prospect fully engaged, and make it count, you have to go beyond Muzak questions, you have to rock it up.

If you want to get your prospect fully engaged, and make it count, you have to go beyond Muzak questions, you have to rock it up. http://www.sellbetter.ca/blog/what-are-you-listening-to-part-i/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:13432753387490486293-16d2294e29ead8c7995189da1e52bc5d 2013-06-17T06:02:29.028-04:00

No one doubts the importance of relationships when it comes to sustained sales success and client retention. Where there is room for debate is in the sequence, which does come first, the sale or the relationship, can you have one without the other?

No one doubts the importance of relationships when it comes to sustained sales success and client retention. Where there is room for debate is in the sequence, which does come first, the sale or the relationship, can you have one without the other? http://www.sellbetter.ca/blog/the-sales-version-of-chicken-or-egg-sales-exchange-205/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:16631230896750232332-59090ce0309dd8b0a7cdc0c57d1932d1 2012-12-17T06:00:10.626-05:00

The answer is less about the close, and more about the engagement, who the buyer is, the sellers’ and more importantly, the buyers’ motivation.

The answer is less about the close, and more about the engagement, who the buyer is, the sellers’ and more importantly, the buyers’ motivation. http://www.sellbetter.ca/blog/?p=6424 Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:10732701288816353166-8069dd8280e91492fe98528d9dad9abd 2012-11-30T06:27:14.597-05:00

Sales success is built on commitment, commitment to your buyer, commitment to your company, commitment to yourself and your success. So if you truly are committed to improving your sales success, you need to commit to it in your schedule, if you have allotted the time, it’s just talk, and anyone can do that.

Sales success is built on commitment, commitment to your buyer, commitment to your company, commitment to yourself and your success. So if you truly are committed to improving your sales success, you need to commit to it in your schedule, if you have allotted the time, it’s just talk, and anyone can do that. http://www.sellbetter.ca/blog/?p=6367 Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:2150422041084488084-dc494424eae0261ef64fcb4f8d79a6a2 2013-05-29T05:59:26.507-04:00

Here are a few more ways to spark up your cold calls and add a bit of heat to your pipeline.

Here are a few more ways to spark up your cold calls and add a bit of heat to your pipeline. http://www.sellbetter.ca/blog/3-more-tip-for-effective-telephone-prospecting/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:10732941100691778620-24e98981fe0b6bb2c732e33459768671 2012-11-26T06:04:55.424-05:00

The only way to get down, deep to the root of the opportunity is to get to the buyer’s motive for action. To do that you need to get intrusive and ask “why”.

The only way to get down, deep to the root of the opportunity is to get to the buyer’s motive for action. To do that you need to get intrusive and ask “why”. http://www.sellbetter.ca/blog/?p=6372 Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:7777116056056901411-7a4801c4831701d2d58c4c4fa0d884cd 2013-04-08T06:30:20.599-04:00

To be a complete sales person you need execute all aspects of the sale, not just the stuff you like. You can pretend that something doesn’t work, or you can step up and master it to your advantage.

To be a complete sales person you need execute all aspects of the sale, not just the stuff you like. You can pretend that something doesn’t work, or you can step up and master it to your advantage. http://www.sellbetter.ca/blog/90-bs-sales-exchange-195/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:16432206746634931696-6a90132225095f82e1ef34dfae01265e 2013-03-27T06:01:42.223-04:00

Price and value are relative, getting emotionally worked up about price objections does not help. Proactively building value relative to the buyer’s real objective will, especially when done early rather than at the point of negotiations.

Price and value are relative, getting emotionally worked up about price objections does not help. Proactively building value relative to the buyer’s real objective will, especially when done early rather than at the point of negotiations. http://www.sellbetter.ca/blog/handling-price-objections-video/# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:1161075158830713837-0e91c117efeea92fb9b90c35b68870fd 2013-05-01T06:15:43.156-04:00

How do you react when a prospect throws an objection your way. Do you pout, get agitated or shift uncomfortably in your seat? Or do you move to proactively seize the opportunity to drive value and the sale forward?

How do you react when a prospect throws an objection your way. Do you pout, get agitated or shift uncomfortably in your seat? Or do you move to proactively seize the opportunity to drive value and the sale forward? http://www.sellbetter.ca/blog/a-reactive-and-bad-way-to-deal-with-objections-video/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:11126235753931425462-a3c21611f91db7631d9bc5c049773db3 2013-05-22T05:56:12.066-04:00

The 80/20 rule accepted by many leads to institutionalized mediocrity; using “upward rotation” allows you to have the majority of your reps achieve goal, a culture of winning, satisfied clients, and institutionalized success.

The 80/20 rule accepted by many leads to institutionalized mediocrity; using “upward rotation” allows you to have the majority of your reps achieve goal, a culture of winning, satisfied clients, and institutionalized success. http://www.sellbetter.ca/blog/sales-leaders-manage-your-50-minority/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:17380947274739701617-9a1fa8dd13c902a985243c9523ccdb79 2012-09-28T06:33:29.883-04:00

Didi you hear about the guy who thought the ball kept getting bigger, till it hit him? Well it is like that in sales, things will come at you, take off track, if you let the, but you don’t have to let them.

Didi you hear about the guy who thought the ball kept getting bigger, till it hit him? Well it is like that in sales, things will come at you, take off track, if you let the, but you don’t have to let them. http://www.sellbetter.ca/blog/?p=6180 Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:15590675945153390427-0a46504201d6b42b003794fcaa6b18af 2013-03-18T06:12:02.682-04:00

You can provoke, stir, shake up a prospect if you are going to add value through change, in fact it is your job. Trust and relationships are a result, sometimes you have to shock them to get them to pay attention.

You can provoke, stir, shake up a prospect if you are going to add value through change, in fact it is your job. Trust and relationships are a result, sometimes you have to shock them to get them to pay attention. http://www.sellbetter.ca/blog/shock-treatment-sales-exchange-192/# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:7918693331346072127-5dad6cf228bb4687760683b731a6bf7d 2012-12-03T06:03:18.139-05:00

Right Question X (times) Wrong Person = No or Slow Sales

Right Question X (times) Wrong Person = No or Slow Sales http://www.sellbetter.ca/blog/?p=6381# Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:4832013373182894175-ccce330f957fb43c36ad05ad52719505 2012-10-01T06:05:34.062-04:00

The downside of buyers and sellers playing hide and seek is that it takes too much of the resources and effort away from actually addressing the issue and developing the solution.

The downside of buyers and sellers playing hide and seek is that it takes too much of the resources and effort away from actually addressing the issue and developing the solution. http://www.sellbetter.ca/blog/?p=6212 Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:50983280850846131-609edf406e339ce733c6cb6415345c11 2013-05-10T05:59:13.779-04:00

Are you focusing on the wrong things for the wrong reasons? If a situation cannot be fixed, don’t invest valuable time only to use it as an excuse for lack of success. The goal is to sell not fix, if it is not fixable, find another opportunity that is salable.

Are you focusing on the wrong things for the wrong reasons? If a situation cannot be fixed, don’t invest valuable time only to use it as an excuse for lack of success. The goal is to sell not fix, if it is not fixable, find another opportunity that is salable. http://www.sellbetter.ca/blog/things-you-cant-fix/ Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:4833212432947168020-05fbed19f72fcb968268b8f30dea5e4a 2012-10-17T06:06:11.256-04:00

You can’t spend more than you earn, and you can’t close more than what’s in your pipeline. While Greece and other Euros may get a bail out, how will you make goal?

You can’t spend more than you earn, and you can’t close more than what’s in your pipeline. While Greece and other Euros may get a bail out, how will you make goal? http://www.sellbetter.ca/blog/?p=6262 Tibor Shanto tshanto279 1 0 0 1 urn:com:businessweek:bx:article:5460556791189980628-c325efae5220d0de08e431cd9f3e96d9 2013-03-20T06:20:59.492-04:00

It’s time to redevelop and rejuvenate you sales downtown.

It’s time to redevelop and rejuvenate you sales downtown. http://www.sellbetter.ca/blog/unlearn-to-earn/# Tibor Shanto tshanto279 1 0 0 1