Tibor Shanto comes on the Salesman Podcast to discuss the concept of proactive prospecting and if in the internet age, with marketing aligning closer with sales every day, salespeople should be doing their own lead generation.
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Proactive Prospecting
The show is kicked off with Tibor explaining that any leads that come in from marketing, that are legitimately qualified should be seen as a bonus rather than the norm.
“Things become easier if you’re the first or second one in” – Tibor Shanto
Tibor then shares that he thinks most salespeople perhaps play it a little safe in the way that they prospect.
“There should be an expectation that we’re going to practice [sales skills] everyday” – Tibor Shanto
The show is wrapped up with the guys diving into sales habits and how they’re often the thing that separates the A from the B players within a sales team.
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Guest info:
Tibor Shanto is a 25-year veteran of B2B sales, Tibor has developed an insider’s hands on perspective of successful sales execution.
A recognized speaker, author of the award winning book Shift!: Harness The Trigger Events That Turn Prospects Into Customers, and sought after trainer.
Show notes:
Book – Shift!: Harness The Trigger Events That Turn Prospects Into Customers
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