Episode #022: Tibor Shanto

Objective Based Selling

Photo of Tibor Shanto


Tibor Shanto

Tibor Shanto is a sales leader with more than 25 years of experience. He has authored a number sales books, including notably most recently SHIFT! Harness the trigger events that turn prospects into customers. (This was co-authored with Craig Elias), Tibor is master sales tactician and is the author of an award winning sales blog ‘The Pipeline’. Tibor is also a proud member of the Forbes top 30 Social Selling Influencers (Number 8) on that list.

Key Takeaways From This Episode

[01.07] From Behind the Iron Curtain – Tibor shares his journey into professional sales.

[02.25] How has Selling Changed Over Your Career  – From Fax to Artificial Intelligence, Tibor shares his thoughts on the changes of sales and selling.

[05.28] We are not all Herb Tarlek – Tibor shares his thoughts on what needs to change to improve the image of sales people. Objective Based Selling is the Key.

[11.30] The Key Attributes of a Modern Successful Sales Professional – Curiosity, Discipline, Focus on Execution.

[12.30] Tibor’s Top Three Sales Do’s and Don’ts – Look beyond the obvious into the clients objectives, Focus on the question, time allocation to high value activities.

[16.44] Tibor’s Advice to his Younger Self – Run the other way! (Joking) To get curious.

More About Tibor

What is your all time favourite sales-related movie?
In Time

Favourite sales related quote?
Execution, Everything Else is Just Talk – Tibor Shanto

Which sales book has had the most positive impact on you?
10 Day MBA – Steven Silbiger

Who or What inspires you?
Wife, Kids and Rock & Roll.

What aspect of your own personal development are you most focussed on improving at the moment?
Learning to more economical with words

Hobbies, Interests?
Running, Music