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The SalesBuzz.com Blog

Is LinkedIn Still “Cold Calling”?

“How do you get sales reps to have better results with LinkedIn Vs. Cold Calling?” Based on your question, I’m going to assume your sales team is not generating the results you had hoped for with respect to using LinkedIn to help them hit their sales numbers. Here’s why that may be happening – and how to fix […]

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Sales Emails: How to Get More Prospects to Open Them & BUY!

“We have a list of targeted prospects that we send emails to – however we aren’t seeing many sales as a result and noticed that our “open rate” is low. How can we get more prospects to open our emails and read them?” “Email” is a powerful sales tool for salespeople. And just like any […]

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How NOT to Follow-up on Trade Show Leads

“What’s the best way to follow up on trade show leads?” Most sales people mistakenly call trade show leads and start off with something like: “How’d you like the event?” or “You stopped by our booth and expressed interest in our (ex: inventory control software).” The first opener (“How’d you like the event?”) is an example of […]

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Discussing Price With Prospects – What to do first

“I frequently speak with prospects that sound very interested in what we offer but once I email them the proposal, it’s hard to get them back on the phone or to answer my emails. Why does this happen?” SalesBuzz Answer: If you’ve sent out (emailed) a proposal and aren’t hearing back from your prospects, chances […]

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Tired Of Cancelled Conference Calls?

“What can I do to keep prospects from canceling our conference call?” I could probably write a small book on this one subject alone… or at least a really deep chapter. So what I will share with you here instead is one small step to add in your sales process that will be easy to […]

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How to Have a GREAT Sales Day, Everyday!

Back in the late 80’s and early 90’s there was a popular mantra being touted by Motivational Speakers: P.M.A. P.M.A. stands for: POSITIVE. MENTAL. ATTITUDE. The pitch was, that having a POSITIVE MENTAL ATTITUDE (P.M.A.) would lead you to higher sales and success. In theory, having a positive attitude should generate better results than having […]

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Opening Sales Script Template for Multiple Solutions

“I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?” “Data Dumping” (relaying all of […]

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How to do the “Hand-Off” and Close the Sale

“We broke our inside sales team into two groups – BDR’s (Business Development Reps who prospect and qualify leads) and SAE’s (Sales Account Executives who present and close the leads the BDR’s say are qualified). The problem is with the hand-off from BDR to SAE. How do you get the prospect re-focused and back in […]

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How to Become Your Prospect’s Vendor of Choice

“With prospects having so many choices and easy access to information, how do you become the vendor of choice when they are ready to buy?” Here’s a simple three-step plan to help earn your prospects business while leaving your competitors in the dust. Step 1: Know Whom Your Targeted Audience Is Anytime I ask a […]

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How to send a LinkedIn Invite that Get’s Accepted, not Rejected

I’m constantly getting bombarded with LinkedIn requests from sales people who are clueless on how to properly grab my attention. This is a common problem as more and more sales reps try and use LinkedIn for prospecting. For starters, make sure the person you are reaching out to meets your “pre-qualified to be a suspect” […]

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