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

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

  1. 1. @TiborShanto www.TiborShanto.com Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers @connectmembers @Data.com
  2. 2. @TiborShanto www.TiborShanto.com
  3. 3. @TiborShanto www.TiborShanto.com Download Your Copy Here:
  4. 4. @TiborShanto www.TiborShanto.com Home Stretch
  5. 5. @TiborShanto www.TiborShanto.com
  6. 6. @TiborShanto www.TiborShanto.com
  7. 7. @TiborShanto www.TiborShanto.com
  8. 8. @TiborShanto www.TiborShanto.com
  9. 9. @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 % Fire Fighting %
  10. 10. @TiborShanto www.TiborShanto.com
  11. 11. @TiborShanto www.TiborShanto.com Appointments Prospects Proposals Sales 1 2 2 2 3 6 12 24 Conversion Rates Required Output Metrics
  12. 12. @TiborShanto www.TiborShanto.com
  13. 13. @TiborShanto www.TiborShanto.com
  14. 14. @TiborShanto www.TiborShanto.com
  15. 15. @TiborShanto www.TiborShanto.com Disqualify – Not Qualify • What’s your closing average? • 20% - 5 : 1
  16. 16. @TiborShanto www.TiborShanto.com
  17. 17. @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
  18. 18. @TiborShanto www.TiborShanto.com Don’t Be Doomed To Repeat
  19. 19. @TiborShanto www.TiborShanto.com 360o Deal Review
  20. 20. @TiborShanto www.TiborShanto.com Persistence is Key
  21. 21. @TiborShanto www.TiborShanto.com Pursuit Cadence • Over what period Monday Tuesday Wednesday Thursday Friday Week 1 Week 2 VM VM EM Call LI Snail Mail TxT End Call
  22. 22. @TiborShanto www.TiborShanto.com
  23. 23. @TiborShanto www.TiborShanto.com
  24. 24. @TiborShanto www.TiborShanto.com Referrals 2.0
  25. 25. @TiborShanto www.TiborShanto.com Jerry Patti George Peter Helen Architect - Design Furniture Real Estate Mover Wiring Minus 18 Months Minus 12 Months Minus 12 Months Minus 4 Months Event Time To Event Referrals 2.0
  26. 26. @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
  27. 27. @TiborShanto www.TiborShanto.com Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014 Top 50 Sales & Marketing Influencers for 2015 – Top Sales World 50 Most Influential People in Sales Lead Management in 2014 Top 50 Sales & Marketing Influencers for 2014 – Top Sales World Top 25 Sales Influencers for 2014– OpenView Labs Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards Tibor Shanto
  28. 28. @TiborShanto www.TiborShanto.com Ranked 8th – Top 30 Social Salespeople In The World – Forbes.com 2014 Top 50 Sales & Marketing Influencers for 2015 – Top Sales World 50 Most Influential People in Sales Lead Management in 2014 Top 50 Sales & Marketing Influencers for 2014 – Top Sales World Top 25 Sales Influencers for 2014– OpenView Labs Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards Tibor Shanto https://is.gd/Triggerhttps://is.gd/VMSEBTibor@TiborShanto.comhttps://is.gd/OHHAA
  29. 29. @TiborShanto www.TiborShanto.com Tibor Shanto Principal Renbor Sales Solutions Inc. (855) 25-SALES Tibor@TiborShanto.com www.TiborShanto.com QUESTIONS

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