September 21: Tibor Shanto, Proactive Prospecting: Taking an Interruption to Sales Conversation

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Tibor Shanto

Prospective Prospecting:
Taking an Interruption to Sales Conversation

Westwood Country Club
September 21

Andy Paul

Key Thing You Need to Know about This Program: Prospecting continues to be a challenge for B2B selling professionals. Customers are busy and more demanding that sales professionals provide value throughout every conversation. Sales pros need to understand and learn strategies for richer and deeper engagement to get customers to want to listen to them.

Complexity Level: Medium

Immediate Implementation Opportunity: High. Participants will exit the program with practical takeaways they can put to use in their selling the same day.

Today, you can’t afford to wait around to be found – you need to “go on the offensive”, take a proactive approach to engaging new buyers.  Whether you use social selling, referral selling, or traditional approaches to telephone prospecting, the reality is that when you contact someone whose calendars you were not in, you’re an interruption.

Add to that, many of those people will not perceive an immediate need for what you sell, and the challenge is clear.  You need to turn that interruption to a sales conversation.

This presentation will debunk myths relating to prospecting, provide context for successful prospecting and introduce proven methodologies and steps you’ll be able to use right away to increase the number of prospects you can engage and sell to.

The focus is on execution, because in sales, everything is just talk!

This program is critical for anyone who needs to find new opportunities.

Doors open at 7:15am for breakfast and networking. Note the location for this program: The Westwood Country Club!

Register for the program now!

Join Tibor and over 100+ sales leaders as he shares with you and your team smart, effective and powerful strategies to find new customers and uncover opportunities at existing ones.

What You Will Learn by Attending This Session:

  • Understand and master the role of Dynamics in prospecting
  • A clear process for prospecting on a consistent basis
  • Maximize and stretch your selling time
  • Articulate Value in a way the prospect can relate to and is different than others
  • Constructing an effective and dynamic talk track
  • How to handle the most common objections you’ll face while prospecting
  • Leaving voice mails that get returned
  • Gatekeepers, e-mail, pursuit plans and more

Register now!

Join the IES.



As Principal of Renbor Sales Solutions, Tibor has worked with and helped companies including Pitney Bowes, Spirent Communications, Chevron, Ricoh and others, improve their selling approach and achieve revenue goals. He is the co-author of the award winning book Shift!: Harness The Trigger Events That Turn Prospects Into Customers.

Some have called him “a brilliant sales tactician”, which is fine by him, as he truly believes that success in sales is all about Execution, everything else is just talk; and there is no shortage of talk in sales.  This is why his work is focused on helping sales teams and organizations better execute their sales process.

Tibor was ranked 8th on the list of The Top 30 Social Salespeople In The World, as presented on  Received the Gold Medal Top Sales & Marketing Blog award, and was named Top Sales’ Top 50 Sales & Marketing Influencers 2014 to 2017.