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The SalesBuzz.com Blog

Is Your Follow-Up Sales Call Strategy Failing You?

SALES QUESTION: “Should I still follow up with a prospect even after they have said “NO” to what we have to offer?”  Sales Answer: Well for starters lets identify that there are two types of “follow-ups”. One is when you are following-up with an active prospect. Meaning the sales dialogue is still happening and progressing […]

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New Leads Not Calling You Back? This May Be Why…

“We follow up on new leads that register for a free trial of our SaaS and I’m having a hard time getting them to call or email me back. I would expect that if the leads were cold but these are warm leads (hand raisers). Are we just getting bad leads?” This is a common […]

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Emails Before Sales Calls

“Should I Cold Email My Prospects Before Calling?” I get this question a lot. I understand it. Most sales reps are tired of getting rejected when selling over the phone. It’s natural to look for a solution that minimizes our own pain. Unfortunately, cold emailing a prospect before calling them only lessens the pain of […]

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How to Build Trust Over the Phone

  “I make cold calls and sell our services over the phone. One of the top objections I get is – I’VE NEVER HEARD OF YOUR COMPANY BEFORE – How can I build trust and overcome this objection?” This was a familiar objection for me when I first started selling by phone. In solving this […]

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Three Keys to Successful Prospecting

“What’s the #1 Key to Successful Prospecting?” There isn’t a “#1” Key. If you want to have success when prospecting you’ll need to know and consistently follow several principles. Here are a few of the top “Prospecting Keys” as I see them: 1) Know how to pick your zebra out of a herd In other […]

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Which Inside Sales Activity Metrics Matter?

“Do you have any general figures on the number of attempts vs actual conversation just so I can grasp a baseline? Are 50 cold call attempts to talk to 3 to have 1 good conversation low or high or average?” I feel like you are looking for a perfect formula for stats to be successful […]

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Trouble Setting the “Appointment”?

How do I respond when a prospect rejects my request to have a 20-minute call or meeting? I just need 20-minutes to show them how I can help save them time and money! My current rebuttal is this: “If you could find 20 minutes on your calendar, I would love to have a conversation with […]

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How to deal with End of Month Sales Stress

“I’ve been in sales for a while and I still get nauseated at the end of each month as I try and hit my numbers. Besides the obvious advice of “hit your numbers early”, do you have any other tips on how to reduce stress during this time?” Answer by Michael Pedone Right so obviously […]

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I Left a Voicemail Message. Now What?

“I followed your advice on how to leave voicemail messages that get more callbacks and since using it, my call backs have increased. But my question is, what do I do with the prospects that haven’t called back?” I like to use a “three strikes and you’re out” rule. Meaning, after the 3rd attempt, if […]

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How Do You Qualify a Lead?

“How Do You Qualify a Lead?” I’m confused by this question because for a lead to be qualified, you, the sales person, have to uncover/know three things about your prospect in order to determine if they are “qualified”. And the only way possible to accomplish that is to ask the right questions at the right […]

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