Articles by Tibor Shanto

About Tibor Shanto
Tibor Shanto is Sales Practice Director of VARCoach and VP of Sales Effectiveness at Channel Test Factory. Tibor is a recognized speaker, author of award winning book Shift!: Harness The Trigger Events That Turn Prospects Into Customers. Called a brilliant sales tactician Tibor helps organizations increase sales through execute. Tibor is at Tibor.Shanto@SellBetter.ca, or + 1 (416) 822-7781.
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Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: The great value of Nothing

September 17, 2012 Tibor Shanto Comments Off on SalesBuzz: The great value of Nothing
Tibor Shanto on why sometimes, nothing is the best thing a sales pro can say

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Get it done — Chunking and Blocking

September 10, 2012 Tibor Shanto Comments Off on SalesBuzz: Get it done — Chunking and Blocking
Grow the productivity of your sales team by devoting blocks of time to dedicated tasks

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Three things to maximize an executive referral

August 14, 2012 Tibor Shanto Comments Off on SalesBuzz: Three things to maximize an executive referral
How to get the most out of prospecting the C-suite

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Sticks and Stones

July 31, 2012 Tibor Shanto Comments Off on SalesBuzz: Sticks and Stones
Tibor Shanto on the impact of word choice on sales

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Closed-ended vs. open-ended vs. impact questions

July 9, 2012 Tibor Shanto Comments Off on SalesBuzz: Closed-ended vs. open-ended vs. impact questions
The kinds of questions you ask can dictate your results, says Tibor Shanto

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: I, Manager?

June 18, 2012 Tibor Shanto Comments Off on SalesBuzz: I, Manager?
Great sales professionals don’t necessarily make great managers

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Hire a sales pro, not a product guy

June 4, 2012 Tibor Shanto Comments Off on SalesBuzz: Hire a sales pro, not a product guy
It’s time to break the chain of product-centricity, argues Tibor Shanto

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Disqualify don’t qualify

May 21, 2012 Tibor Shanto 1
Eliminate the dirt to find the nuggets of gold in your pipeline, says sales coach Tibor Shanto

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Managing time in sales without time management

May 7, 2012 Tibor Shanto 1
Tibor Shanto makes the argument against time management in the sales game

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
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SalesBuzz: Profit from your Process

April 23, 2012 Tibor Shanto 1
Last time out I talked about the need and upside of having a sales process.Once you embrace a sales process, define the basic elements outlined, you can look at taking the benefits further in your