Tibor Shanto is a Pre-Discovery Specialist driving conversion & pipeline creation via improved execution. He helps B2B companies translate sales strategy to reality and was often called a brilliant sales tactician, obsessed with implementation.

Tibor helps sellers align their process with buyers' decision and buying process. He specializes in prospecting and communicating value in a way that drives access to and action from decision-makers. Tibor makes his clients regularly see a double-digit increase in opportunities and pipeline values. He works with companies from Fortune 50 to start-ups achieve their revenue goals.

Tibor Shanto at B2B Binge 4th edition focused on three mistakes most sales reps make while prospecting on the telephone. The three mistakes he mentioned are, most of the time, easily overlooked by most sales reps.

1.  Accept who you are: It means understanding who you are and what do you represent. Understand what you are set out to do every day. Develop an understanding of your prospect and treat them as such. Your prospects are trying to do fit a lot in a day. Your call will interfere in their plan. Make their time worthwhile when they agree to talk to you. You should know that you are not the only meddling in their business. Therefore, develop an understanding of the challenges your prospect might be facing.

2.  There is nothing social about telephone prospecting: Think in a counter-intuitive manner. Understand that you are going to interfere in someone's schedule. They are also wanted to end those interferences and get back to what they were doing. So take a look from the customer point of view and understand what is of value to them.

3.   Expand your toolkit: The one who is prospecting has to understand that the channel you are comfortable with that may not be the case with your prospect.  Not everybody thinks like you.  Contact the lead through the channel they are pleased with. So you have to expand your expertise across various channels.