Buyers today have more information at their disposal than ever – but increasingly many simply abandon the buying process for lack of clarity on the best solution for their needs. Sellers have more tools than ever to help them sell. Tools often don’t help sellers to break through the information overload buyers are bombarded with. At its heart, business buying hasn’t changed: Buyers need to solve business problems. Learn how to uncover buyers’ pain points and efficiently leverage sales tools to cut through the clutter and make the sale.

1. Execution – Everything Else Is Just Talk!@TiborShanto
#AccelerateQTC
Sales Has Changed. Has Buying?
May 3, 2017 – 4:45 pm
Tibor Shanto
Principal, Renbor Sales Solutions, Inc.
#AccelerateQTC

2. Execution – Everything Else Is Just Talk!@TiborShanto Execution – Everything Else Is Just Talk!@TiborShanto
Principal Renbor Sales Solutions Inc.
Tibor Shanto
No One Ever Budgets For Pain –
They Invest In Objectives!
tibor.shanto@SellBetter.ca
@TiborShanto
SALES EXECUTION SPECIALIST: Tibor Shanto has been a sales leader for over 25 years,
helping companies improve their revenue goals. He has been called “a brilliant sales
tactician”, helping companies improve their execution and results.
Tibor was ranked 8th among Top Social Salespeople as presented ON FORBES.COM 2014.
He has received the Gold Medal Top Sales & Marketing Blog award, and was named as Top
Sales’ Top 50 Sales & Marketing Influencers for 2013, 2014 and 2015.

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Sales

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Has Buying Changed?

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Tools, Apps, Technology
Sellers & Buyers Use

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How Productive Is Your Sales Stack?
https://is.gd/Stacked

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The Results
• 79% of SaaS Sales Reps Miss Quota
• 14% Don’t Even Achieve 10% of Quota
• Quota Has Gone UP 33% In 4 Years
• Reps Hitting Quota Has Fallen 25%
Sources:
SaaS Benchmark Report, Xactly (2014);
Inside Sales Metrics & Comp Report, The Bridge Group (2015)

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How Sellers & Buyers
Use Apps & Tech

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Information ParityInformation Overload
“Most B2B sellers think their customers are in the driver’s seat—
empowered, armed to the teeth with information, and so clear about
their needs that they don’t bother to engage with suppliers until late
in the process, when their purchase decision is all but complete.
Customers don’t see it that way. They may be better informed than
ever, but CEB research shows that they’re deeply uncertain and
stressed… Customers are increasingly overwhelmed and often more
paralyzed than empowered.”
The New Sales Imperative
Nicholas Toman, Brent Adamson, Cristina Gomez
Harvard Business Review March–April 2017 ISSUE

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The B2B Buying Disconnect
• Vendors focus on providing material that buyers don’t find very useful or
trustworthy
• Vendors overemphasize selection criteria that aren’t important to buyers
• Buyers don’t trust all vendor claims, nor do they expect to
• Buyers want hands-on experience with the product and insights from customers
• Vendors have an arsenal of satisfied customers they aren’t leveraging
The B2B Buying Disconnect – TrustRadius 2017

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Information ParityStack Parity
Sales Buyer

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Account Based EverythingEverything Key Account

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Buyers do not set out buy “Things”
They Want Results
Business Impacts
OBJECTIVES

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70%
Status Quo

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Objectives: The Value Stack
Risk Avoidance
Financial
Productivity
Time Shifting
Persona – Role Based

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Why Buyers
Buy?

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Risk Avoidance
Financial
Productivity
Time Shifting
Persona – Role Based
Objective&Outcomes

31. Execution – Everything Else Is Just Talk!@TiborShanto
Tibor Shanto
Principal
Renbor Sales Solutions Inc.
(855) 25-SALES
Tibor.Shanto@SellBetter.ca
www.SellBetter.ca
www.SellBetter.ca/blog
twitter.com/TiborShanto
QUESTIONS
www.sellbetter.ca/apttus-2017