One of the challenges most salespeople face is how to shorten their sales cycle. A shorter sales cycle logically translates into more sales. An increase in productivity leads to an increase in income, who doesn’t want to be part of that equation? Tibor Shanto tackles this issue head on. A strong proponent of process improvement and activity management Tibor details the one item that is a powerful catalyst in achieving a shorter sales cycle. Listen and learn what it is and how to make it work for you.
Tibor Shanto has over 20 years of sales, executive, leadership and sales operations experience in financial, information, content management and professional service industries. As Principal of Renbor Sales Solutions Inc., Tibor works with leading corporations in Canada, USA and the UK, helping these organizations realize sustained revenue attainment through improvement in sales strategy and execution.
Dr. Greg Stebbins tells you how to get the Sales Edge. He explains the difference between a sales person and a sales professional. He outlines four key points you need to know if you want to excel in sales. A strong believer in continuous learning and sharing knowledge, you will find Dr. Stebbins has a straightforward communication style. His insights of people, on what creates trust, on how motivation can work against you, and on the powers of observation are all reasons to listen to this podcast.
Greg Stebbins is a master at improving the greatest asset of any business—its people. With more than 30 years of business experience, he applies a wealth of knowledge, know how, and high impact ideas to the challenges his clients bring to him. He is author of the acclaimed book “People Savvy for Sales Professionals.”
Over 20,000 sales professionals have benefited from Greg's expertise and training. He has consulted on strategic planning, leadership development and organizational culture for dozens of organizations, large and small, profit and not-for-profit. Greg has developed his dynamic approach through real-life experience and dedicated research. A published author, he brings with him an MBA in finance, a Masters in psychology and a Doctorate from Pepperdine's School of Education and Psychology.
Dr. Rick Johnson has a clear opinion on whether sales questioning is an art or a science. His response and rationale for this opinion might first surprise you, and then have you nodding your head. Rick shares some of the common mistakes made by sales people today, then goes on to list what he refers to as “rules” required to be successful in sales today.
In this eleven minute podcast Rick introduces you to a number of concepts: relationship equity, value propositions, the pause, perceived value driving customer expectations, creating a competitive advantage, and the difference between price and cost. His final piece of advice is certainly worth waiting to hear.
Dr. Rick Johnson is the founder of CEO Strategist, a firm specializing in leadership for wholesale distribution. CEO Strategist works in an advisory capacity with companies helping them make changes to create and maintain competitive advantage. Rick is no stranger to sales, working in inside and outside sales before moving into sales management. Deciding retirement wasn’t an option he began doing ‘turn-around’ work with companies in distress with a focus on sales management, sales effectiveness and organizational design. Rick contributes articles to a number of publications and has authored seven books.
In conversation with Lee Salz he shares his thoughts on sales attitude and what it can do for you. A strong believer that attitude is the number one criterion for sales success. Lee suggests part of the attitude you need must focus on is your client and their success. He makes a strong point that attitude and energy can offset other short-comings and make a big difference to your success. His questions to hiring managers on what gets sales reps excited to go out and sell is also a good personal checklist for reps to assess where they are today.
Lee Salz is the President of Sales Dodo and author of “Soar Despite Your Dodo Sales Manager.” Lee specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is a popular key note speaker and respected business consultant and sales trainer.
Nido Qubein explains the only thing you can’t replicate is time. He suggests you might think of time management as energy management. Think of a battery, you can charge it up but it only lasts for so long. He uses this metaphor to describe how you might think of your time as set ‘units’. Nido describes how these units can benefit you in terms of income as well as personal well being. Nido shares what he thinks is the biggest challenge facing sales people today. If you make your living in sales, you will definitely want to hear Nido’s closing thoughts, you’ll understand why he is such a sought after motivational speaker.
Nido Qubein has written more than a dozen books on leadership, sales, communication, and achievement. He is the President of High Point University, an extremely successful business person, a philanthropist, the recipient of the highest award given to professional speakers. His foundation provides scholarships for 48 deserving young people every year. His client list is the ‘who’s who’ of blue chip companies.
