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The SalesBuzz.com Blog

How to Win Against Your Competition

Michael, I took your class a few months back and I have a question, hoping you can help with. I’m in a situation where my company and 2 other vendors are in a competition for a sale. I’m wondering if you have any advice on how best to engage with the buyer to put us […]

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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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How to Sound More Natural on the Phone in 3 Easy Steps

“What can I do to get my sales reps to sound more natural on the phone when making sales calls? This is a problem all sales reps at one time or another have had to conquer. Here are three things I did to get my sales calls to sound more conversational: 1) Know the Road […]

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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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