In this episode of Enterprise Sales Development podcast, we speak with Tibor Shanto, an author and expert consultant. Tibor discusses how he bases what he does with objective-based selling and how his methodology and formula is suited to playing the probabilities of volume-based research. He shares how he creates feedback looks and how he balances executing activities with coaching and leveling up. He also talks about his podcast, The Monday Morning Breakfast For Champions Podcast.
WHAT YOU’LL LEARN
How Tibor base everything he does around objective-based selling
His prospective methodology and formula that is suited to playing the probabilities of volume-based research
How he creates feedback loops, how far he goes to gather the information and follow up
Why professional interruption should be moved to the top of the original messaging
The difference between what sellers and sales developers think are important business objectives versus what the business’ actually care about
How people consume Tibor’s content in 2021 differently, his tips for listeners to best put their time to level up in enterprise sales development and the worst advice he constantly hears
How he balances executing activities with things like coaching and leveling up
What listeners can expect on his podcast, The Monday Morning Breakfast For Champions Podcast
QUOTES
“I liken it to a train. All the buyers are in the front car and then as you go further and further back, there’s less and less closer to buyers. But I figured if I can get on the train and continue to move with them, then eventually they’ll become buyers.” -Tibor Shanto [05:53]
“There’s always that tension between marketing and sales, but I think marketing has it right. When somebody’s that far away from a decision, help them get to the point where they can make those decisions as opposed to trying to ram the decision now when you know it’s not going to happen” -Tibor Shanto [24:12]
“We’re the only profession that doesn’t practice between games.” -Tibor Shanto [27:52]
“I think you can be very good, assertive salesperson that does well for their company, and at the same time does well for their customers.” -Tibor Shanto [29:18]
“I really do think that a manager's job is to be an active frontline leader, so if you’re not coaching, what are you doing?” -Tibor Shanto [39:24]
TIMESTAMPS
[00:01] Intro
[00:21] Meet Tibor Shanto
[00:57] Objective-based selling
[05:35] His methodology and formula
[09:02] Feedback loops
[14:26] The last page of the novel
[18:37] Differences in business objectives
[27:09] Gentle love but draw the line
[30:28] How people consume his content in 2021 differently
[32:54] The worst advice he hears
[36:53] Balancing executing activities with coaching and leveling up
[44:26] The Monday Morning Breakfast For Champions Podcast
[50:10] How to contact Tibor
RESOURCES
The Ten-Day MBA 4th Ed.: A Step-by-Step Guide to Mastering the Skills Taught In America's Top Business Schools by Steven Silbiger
Enterprise Sales Development with Gerry Praysman
In-Depth: B2B Tech Vendors (Still) Don’t Meet Buyers’ Needs: TrustRadius Report
Mike Bosworth Talks Storytelling & Sales
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Enterprise Sales Development with Tibor Shanto | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
