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The SalesBuzz.com Blog

LinkedIn Prospecting: Turn Connections Into Sales

“I’ve started sending potential prospects a LinkedIn connection request. What should I do once they accept? Do I now have the right to call and pitch my services to them?” My short answer to your LinkedIn prospecting question is this: Don’t make them sorry they accepted your LinkedIn connection request. Let’s turn the situation around… […]

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B2B Sales Presentation Follow-Up Question

“After I’ve made a sales presentation sometimes I don’t hear back from them as promptly as I would like. I currently follow-up with, “Do you have any questions?” but do you have any other ideas or scripts for these occasions?” The “do you have any questions” follow-up strategy is a flawed one because it means […]

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The Follow Up Email: How to Push Without Being Pushy

The Follow Up Email: How to push without being pushy OK… so you had a GREAT initial sales conversation with your prospect and things seemed to be moving along and then… crickets. You’ve called, left a voicemail and even sent a follow up email. Maybe you even have the ability to track and see when […]

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Sales is All About Confidence

HOW TO GAIN SALES CONFIDENCE Jena Rodriguez interviews Michael Pedone about how to gain confidence in sales. – Michael Pedone Michael Pedone is a straight commissioned sales person with 20+ years experience selling by phone. He is the CEO/FOUNDER of SalesBuzz.com – an online sales training company that shows inside sales teams how to eliminate call reluctance and […]

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LinkedIn Prospecting Strategy

“What’s the Best Way to Reach Prospective Customers Via LinkedIn?” If you are expecting to make a LinkedIn connection and then make a sale, think again. Just because someone accepts your LinkedIn request doesn’t mean they’ve opened the door for you to do a presentation. You need a little more “courting” before you can get […]

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Using LinkedIn for Sales: When to Connect with Prospects on LinkedIn

“When I cold call a prospect and they have some interest in my product, for example they take a demo, at what point should I invite this person to my LinkedIn network? Now? When the deal closes? Or somewhere in-between?” Is there a valid reason why you should both be connected? Before You Try and […]

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How Do You Motivate Underperforming Sales Reps?

“How Do You Motivate Underperforming Sales Reps?” No one feels worse when a sales rep is underperforming than the sales person. The personal stress level a sales rep feels only compounds the situation and makes things worse when they aren’t hitting their numbers, and it not only effects the work place, it can (and usually […]

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Gatekeeper Sales Tips: What to say when…

“What do you say to a gatekeeper who won’t patch you through to your prospects voicemail and wants to take a message instead?” If you OCCASIONALLY run into a gatekeeper that won’t even put your call to voicemail, you would leave the same message with the gatekeeper that you would have left on the prospects […]

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Improving Sales Skills Long Term

How to Build Confidence, Eliminate Fear & Get Better Results Selling by Phone Has “No Thanks”, “Not Interested” and “We’re All Set (Click)” responses turned your once stellar phone sales confidence into “rejection anxiety”? If it has, I’m willing to bet it’s more than pride that has taken a hit. The negative effects of “sales […]

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Have Prospects WANTING to Take Your Sales Calls

“I want to build long term relationships rather than close transactional sales. One challenge I have is that many of the accounts I close do very little business with us. Once they are signed on I don’t want to do the whole “Just calling to check in” bit. What’s the most effective way to “check in”? Let’s break […]

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