I bring over 20 years of sales, executive, leadership and sales operations experience in financial, information, content management and professional service industries. Prior to Renbor, I spent 10 years with Dow Jones, including 5 with its subsidiary Factiva. As Principal of Renbor Sales Solutions Inc., Tibor works with Canada’s leading corporations helping these organizations realize sustained revenue attainment through improvement in sales strategy and execution.

It may be time that sales organizations re-examined a core belief that may in fact be limiting their revenue growth rather than helping it.  The question revolves around the need or practicality of having a dedicated sales force.  I’ll state my bias right from the top, I don’t think it is always necessary, and I [...]

Commissions are a very subjective thing, and for most sales people, a very personal thing, and rightfully so.  Sales is one of the last professions where your income is directly dependent on your abilities and the execution of those skills. In most cases, except in organizations where the sales force is unionized. (Talk about an [...]

I am a sucker for those movies where they start with a dramatic scene, build up the suspense, then fade just before the natural ending , and come back to a completely different scene and the bottom of the screen reads: “Three months earlier”.  You just have to hope that they weave a good story [...]

Engaging with new customers has always reminded me of a fine musician approaching an new piece of music or composition, there is a delicate balance of forces, energies and expectations.  Add to that the fact that these emanate from and impact multiple participants in the process, the musician, the composer and the audience.
Playing the role [...]

When we propose post topics for the group, a lot of things look good when you first put them up for consideration, even after review. But as time passes you wonder why the topic was selected, and so it is for me with the question of “What next after CRM?”  The reason for is that [...]

For the uninitiated, sales would likely be thought of as a great example of collaboration, not only individuals collaborating, but whole teams or departments working together for a united cause: revenue through client satisfaction.  Sales people seen as quarterbacks of resource and specialists, working together to craft and deliver solutions made up of the best [...]

I have first hand experience with this old issue with a new label, my daughter cannot walk by a shoe store without spending her last dime on yet another pair of shoes that will be heaped in the closet after being warn once.
Given the state of the economy and the role the consumer plays in [...]

Everyone wants to differentiate themselves in the eyes of buyers. Yet they often pick the most conventional, beige, bland and predictable ways of demonstrating it. They pick the latest fads or are forced to do something that once worked, 15 years ago, for their manager and is now labelled as a “methodology”.
There are some great [...]

The challenge with talking about sales presentations is that it immediately invokes an image of a one way conversation. The only thing that can be worse is if it included a PowerPoint presentation read by the presenter. To me selling and presenting are two different things that only on occasion and under specific circumstances go [...]

There is no doubt that sales is about communicating, and as such sales is very much about semantics. For most people when they hear the word pitch they either think of baseball or sales. Not wanting to get nasty notes, yes some in the UK may also think of cricket or a soccer field, indulge [...]