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The SalesBuzz.com Blog

Tired Of Cancelled Conference Calls?

“What can I do to keep prospects from canceling our conference call?” I could probably write a small book on this one subject alone… or at least a really deep chapter. So what I will share with you here instead is one small step to add in your sales process that will be easy to […]

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How to Have a GREAT Sales Day, Everyday!

Back in the late 80’s and early 90’s there was a popular mantra being touted by Motivational Speakers: P.M.A. P.M.A. stands for: POSITIVE. MENTAL. ATTITUDE. The pitch was, that having a POSITIVE MENTAL ATTITUDE (P.M.A.) would lead you to higher sales and success. In theory, having a positive attitude should generate better results than having […]

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Opening Sales Script Template for Multiple Solutions

“I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?” “Data Dumping” (relaying all of […]

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How to do the “Hand-Off” and Close the Sale

“We broke our inside sales team into two groups – BDR’s (Business Development Reps who prospect and qualify leads) and SAE’s (Sales Account Executives who present and close the leads the BDR’s say are qualified). The problem is with the hand-off from BDR to SAE. How do you get the prospect re-focused and back in […]

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How to Become Your Prospect’s Vendor of Choice

“With prospects having so many choices and easy access to information, how do you become the vendor of choice when they are ready to buy?” Here’s a simple three-step plan to help earn your prospects business while leaving your competitors in the dust. Step 1: Know Whom Your Targeted Audience Is Anytime I ask a […]

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How to send a LinkedIn Invite that Get’s Accepted, not Rejected

I’m constantly getting bombarded with LinkedIn requests from sales people who are clueless on how to properly grab my attention. This is a common problem as more and more sales reps try and use LinkedIn for prospecting. For starters, make sure the person you are reaching out to meets your “pre-qualified to be a suspect” […]

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When NON-Decision Makers Reject Your Price

“How should I respond when a NON decision maker asks me about pricing? Every time I answer them after they press me for a price, they say “Oh – my manager would never approve that” and the call ends. What should I do?” To answer this correctly, we are going to reference those sales situations […]

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How to Warm Up Cold Leads with an Email

“We’re using cold email campaigns to try and warm up leads before inside sales calls on them. My question is, when should the sales reps be calling after we know an email has been read by the prospect? We know speed is critical but I feel that responding too quickly has too much of a […]

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Turn Your Sales Script Into a Conversation

“I don’t like using sales scripts because they don’t encourage genuine organic conversations with prospects. Do you agree?” I disagree with this statement and here’s why… Top sales scripts that work follow a formula that creates a conversation between the two parties. It follows a successful process that allows for dialogue while covering (or uncovering) […]

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How to Motivate Your Sales Team to Finish the Year STRONG

“How can I motivate my team to finish the year strong? They keep telling me all the decision makers have taken the next two weeks off!” Well they are half right. An educated “guesstimate” would agree that about 50% of the decision makers have taken off for the rest of the year. But guess what? […]

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