Data.com Connect Presents: Tibor Shanto - Don't Give Your Pipeline an Unwanted New Year's Holiday

@TiborShanto www.TiborShanto.com

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Home Stretch


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 %


Appointments

Prospects

Proposals

Sales1

2

2

2

3

6

12

24

Conversion Rates

RequiredOutput

Metrics


Disqualify – Not Qualify

• What’s your closing average?

• 20% - 5 : 1


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


Don’t Be Doomed To Repeat


360o Deal Review


Persistence is Key


PursuitCadence• Overwhatperiod

Monday Tuesday Wednesday Thursday FridayWeek1

Week 2

VM VM

EM

Call

LI

Snail Mail

TxT End Call


Referrals 2.0


Jerry

Patti

George

Peter

Helen

Architect- Design

Furniture

RealEstate

Mover

Wiring

Minus18Months

Minus12Months

Minus12Months

Minus4Months

Event

TimeToEvent

Referrals 2.0


• Sales (All) people will follow one of two X’s:• Execute• Excuses

• Execution – Everything Else is Just Talk

Two X’s Of Sales


Ranked8thontheTop30SocialSalespeopleInTheWorld– Forbes.com2014Top50Sales&MarketingInfluencersfor2015– TopSalesWorld50MostInfluentialPeopleinSalesLeadManagementin2014Top50Sales&MarketingInfluencersfor2014– TopSalesWorldTop25SalesInfluencersfor2014– OpenView LabsGoldMedalTopSales&MarketingBlog2013– TopSalesWorldAwards

Tibor Shanto


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/[email protected]://is.gd/OHHAA


Tibor ShantoPrincipalRenbor Sales Solutions Inc.(855) [email protected]

QUESTIONS

Data.com Connect Presents: Tibor Shanto - Don't Give Your Pipeline an Unwanted New Year's Holiday

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Transcript of Data.com Connect Presents: Tibor Shanto - Don't Give Your Pipeline an Unwanted New Year's Holiday