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Replies posted by Tibor

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rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

What a blast! It’s been an engaging hour filled with a lot of learnings and takeaways! A huge thank you to everyone who contributed their insights, questions and experiences - it will definitely be a useful resource to many! Finally, thank you Tibor for taking the time to share your expertise on the subject and the many useful tips and tricks. We’ll see you next time! Loved all the insights from today’s session!! Looking forward to more of these. Had a great time, thanks for having me, bye for now!

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

@Tibor - Thank you for your answers and explanations! A question for you based on your experience so far - what would you say have been your 3 key challenges in your sales career? I would say:Learning to say NO, not everything is as important as it soundsI have to continue to remind myself to disqualify, good conversations don’t always lead to opportunitiesStaying up to date, things continue to change, and as a SME, I need to stay on top of things, as do most sellers.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

My question to Tibor and community is: Some prospects who express interest say they’d think about my proposition and get back in a few days - but they don’t until I follow up a few times. What is the ideal number of times to follow up and in what cadence without coming off as annoying? @nivedita Early in my sales career I was enticed in to a cult, the cult of Next Steps. No encounter with a prospect should end without scheduling the next step. When you present the proposal, and they ask for time, say “ok, how is Friday morning at 10:00 to review, answer questions and plan next steps.” I don’t think that there are too many follow ups, but I would think about your process if you are running into this regularly. There some specifics, if you want to reach out.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

We’re mid-way through the session. Your next question is here: Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect? Begin your answer for this question with A3 or click on ‘quote’ below I find the most effective way to start a conversation is by providing an example of an outcome. They always told us not to look at the last page of a novel. I am saying the prospecting call should start with the end of the book, if they like that the rest of the story is straight forward. Foocus on the end, not the means. How effective is social media when it comes to prospecting? Is it important to track social mentions of your business and engage with prospects there? Or is it best to use social media as a tool to see if prospects fit your ICP? I think it is one tool when it comes to ICP. I would leave monitoring mentions to others in the co

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

It’s time for the last question - question no. 4! Q4: Metrics are key to success. But what metrics must be captured while handling prospects and how often? To answer this question, start your answer with A4, signifying the answer for Q4. A4 - Metrics are key. While there are many, I like leading indicators, I measure the following: Contact to AppointmentFirst Meeting to DiscoveryDiscovery to ProposalProposal to CloseAverage Deal Size Each of these require a learnable and improvable skill that can be coached to.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation. Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it? To answer this question, start your answer with A2 or click ‘quote’. Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How w

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation. Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it? To answer this question, start your answer with A2 or click ‘quote’. Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this informatio

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

We’re mid-way through the session. Your next question is here: Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect? Begin your answer for this question with A3 or click on ‘quote’ below I find the most effective way to start a conversation is by providing an example of an outcome. They always told us not to look at the last page of a novel. I am saying the prospecting call should start with the end of the book, if they like that the rest of the story is straight forward. Foocus on the end, not the means.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

@rashmi.nag revisiting disqualified prospects is a must. They may have different projects on the go, could be a question of contracts, or many other things. But always revisit these disqualified prospects.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

Q3 - I try to go across the board, I don’t know what their preferred communication mode is, so we need to teat all until they show a favorite. I tend to start with things that current customers told me they are able to achieve as a result of working with me. I use that to dangle concepts in front of prospects, and see who reaches and for which element.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

@Srilakshmi I don’t think you should look at things that way. I think you need to continue to communicate with all. The folks you describe are what I call Passively Looking. This is a great opportunity to influence their thinking. You need to leave your product in the car, and lead with your subject expertise.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

@alyssia.correa I think you can be more aggressive than your gut tells you. Ask yourself, who call you Monday morning, if you can’t remember, then how do expect the prospect to remember. I find you can be persistent, as long as you bringing value. Think about a successful outcome you delivered and see if you can make a story from it. Once you do, then tell your story in small pieces; no product, just the next chapter of the story of success.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

@Jadespire45 I believe you need to review all your wins, losses, and no decisions. You’ll begin to see commonalities. We use a tool called 360 Degree Deal View. Happy to make it available ding my email. Once you see what people responded to in the past you can continue to fine tune the front end.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

@Sonali18 I don’t worry much about industry, to me the way copier companies sell is almost the same as wireless companies. As an example, I look for companies in industries that are not growing, but the company wants to grow revenue. Their best shot is to win competitive business, but they do not want to discount, so how do they grow? If you think of transport, telephone, cloud, all have this same attributes. Then as I said in another comment, test their ability to make decisions.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

@Manasa Kumar less demographics, and more experience in the act of making a decision. If they have made decisions of this scale in the past, I go one way. If they need to be “educated”, I go another way. I then want to understand their future plan, the clearer those are, the more specific I can be in my discussions with them.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

Q2 - Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it? You need to map out the buying cycle, from completely not in the market Status Quo, to those ready to buy. You’ll find three segments, and each one has to be addressed differently. Think of it as having the ability to speak multiple languages. I then test “which language they speak”, and prioritize accordingly. The key is to remember that if you are talking to someone a year away from buying, they are likely not interested in product info, they are looking for insights in context of where they are vis-a-vis their decision.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

How can one decide whether a lead is a quality prospect or not? Any tips? - I believe you have to be prepared to disqualify leads. Use the filter of successful deals. If there are common elements that are present in deals you win, then test for them early. If the elements are not there, move on, if there is something to work with then develop the opportunity.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

Q1 - One of the easiest way to identify potential new prospects, it the notion of Lookalikes. See who is buying from you now and look for others similar to them.

rhea.desouzaCommunity Manager

published in Announcements and Events

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting#CommunityChat

Hello everyone, looking ahead to a fun session.

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