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The SalesBuzz.com Blog

How to Bounce Back from a Bad Sales Month

  “I’m a small business owner with a team of inside sales reps that had a bad sales month. I can tell some of them have lost their confidence and I’m concerned that one bad sales month will turn into more bad sales months. What should I do?” No one likes missing quota and the […]

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Three Easy Ways to Get Your Prospect’s Email Address

“In your voicemail strategies webinar, you mentioned we should follow-up our VM with an email. What’s the best way to obtain the prospect’s email address to supplement the voice message we leave?” The best way to get your prospect’s email address is by having a high interest (WHAT’S IN IT FOR THEM) webinar that attracts […]

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The “Just send me some information” Objection

“I’m an Inside Sales person making cold calls selling B2B services. I often hear “Just send me some information” and I’m having a hard time overcoming this objection. How should I respond?” SalesBuzz Answer by Michael Pedone This is a common objection for a lot of inside sales reps. When I first got into sales, […]

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The Lost Deal – How to Recover After Losing a Sale

Sales Question: “I’ve been working a nice size deal for a while that I was sure was going to come in – and now they decided to hold off. I really needed that deal to help me hit my monthly quota – but now it’s not going to happen and I’m literally sick to my […]

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LEAD MANAGEMENT – How Many is Too Many?

Sales Question: “How many leads should each rep have? What is a realistic number of leads a rep should have to manage? I have 2,000. It will take 20 days just to cycle through the list once.” This is an excellent question that has several different answers depending on a sales person’s situation. 1) Your […]

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3-Steps to win RFP’s when competing with a low cost provider

SALES QUESTION: “How do you win RFP’s while competing VS a low cost provider?” Step 1) Uncover what problems they are wanting to solve (and why they want them solved) and make sure what you offer is a good fit. Your job as a salesperson isn’t to “close” every lead you come across. Your job […]

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The Dreaded “We’re Going to Hold Off” Email – And How to Respond

SALES QUESTION: “My sale was moving along and was on the verge of closing, but then I got an email that said “We’re going to hold off” – What happened? And how do I respond in this situation?” SALES ANSWER by Michael Pedone When this situation happens, usually there are two platforms… You’re speaking with […]

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How to Get OUT of a Sales Slump

SALES QUESTION: “I’m in a sales slump and in serious jeopardy of falling too far behind to hit my annual sales quota. What should I do?” SALES ANSWER by Michael Pedone This is a problem all sales people run into at some point in their career. And if you’re a straight commissioned, or heavily commissioned […]

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How Many Dials Per Day get the Best Sales Results?

Sales Question: How Many Dials Per Day get the Best Sales Results? I’ve written about this numerous times in the past and my answer is still the same. I’ve been most successful when consistently making: 60-dials and/or 3-hours of talk time per day. Now before anyone throws a fit over those numbers one way or […]

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Daily Sales Call Volume: Should I Use an Auto Dialer?

Sales Question: “I’m an entrepreneur who’s struggling to consistently make the number of outbound sales calls per day that I need to make so I’m considering getting an automatic dialer in which I can have the calls made automatically while I just speak when someone comes on the line. Can you share any thoughts on […]

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