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The SalesBuzz.com Blog

Appointment Setting: How to get Hard to Reach Decision Makers on the Phone

Today’s outbound sales advice seems to be focused on two things: PERSONALIZATION and CADENCE. Yet, a lot of sales reps are still struggling to hit their numbers. And by numbers, I mean their REAL numbers. If you run an outbound sales team you’ll only be employed for so long by having great open rates or […]

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My Brian Tracy Story

I was a straight commission sales rep working for a company that sold IT diagnostic software and self-study network certification courses. If you’ve ever seen the Boiler Room movie, you’ll have an excellent picture of what our sales floor was like. 50+ sales reps hitting the phone, standing up, pitching and closing One day our […]

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Good to Great: How to be Best of the Best in Sales

Need Sales Motivation? Here’s some for you… Most salespeople think they are great. They are not. Good salespeople do just enough to hold on to their jobs. Let me tell you what (most) sales managers won’t. If you show up to work on time, you’re a good sales rep. Great sales reps know that showing […]

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How to Respond When a Prospect Says “I Got Your Message, I’m Not Interested”

“What do I do when I finally get ahold of a prospect I’ve been chasing and they respond with – “I got your message, I’m not interested”?” Answer: If you hear this response from prospects regularly, you have a bigger problem at hand because it means your original message is missing the mark. Missing the […]

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Selling By Phone During Tough Times

“How do you avoid sounding desperate for a sale, even when you are?” This time of year can be very stressful for salespeople. As the year draws to a close, the pressure is on from management to produce numbers (they have a bonus on the line, in most cases) plus with the holidays around the […]

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This Cold Email Killed It

This Cold Email Killed It (And by “It” I mean a chance for a sale) I received a cold email that said: “Michael, are you interested in adding 6-Figures to your business?” This is such a TURN-OFF question. I hit the delete button immediately. The sad part is, this person may truly be able to […]

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Hidden Cold Calling Mistakes to Avoid

Eliminating Common But Not So Obvious Cold Calling Mistakes By Michael Pedone When cold calling, your opening value statement plays a critical role in advancing the sales process. It is what you say after “Hello, this is …” that will determine if you will be advancing the sales call or shooed away. There are lots […]

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The “Butterflies” Cold Call

“I get really, really nervous every time I have to pick up the phone and make a cold call. How do I solve that?” This is a great question. I’ve made over 100,000 cold calls in my sales career and I have a little secret for you… I still get the “butterflies” every time I […]

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Is there room for more?

“Is there someone in your field who is achieving more than you are, right now?” Today, instead of answering one of your sales questions, I’d like to ask you a question: Is there someone in your field who is achieving more than you are, right now? Someone who is being more successful? I’m asking not in […]

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Three Questions Inside Sales Reps Should Ask Themselves Before Making An Outbound Call

“I’m starting a new sales position in a different field than what I’m used to… How do I know what to say?” Answer: Here are 3 questions to ask yourself before picking up that phone for the first time that will help set you on the right path: 1) Do You Know the NAME/TITLE of […]

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