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The SalesBuzz.com Blog

Competing Against Your Competition – How to Win the Sale

“At what point in the sales process should I find out which competitors my prospects are looking at / comparing us to?” My answer is going to raise some eyebrows, but here it goes anyway… Most of us have been taught to ask our prospects “Who else are you looking at / comparing us to?” […]

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Enough with the easy button

Enough with the easy button – learn how to sell and make a great living doing it. An open letter to sales people. OK – I’ve had enough. Enough with the LinkedIn articles, tweets and blog posts from self-proclaimed “guru’s” who DO NOT HAVE A PROVEN TRACK RECORD AT SELLING who are telling everyone how […]

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How to Create a Sense of Urgency

“How Do You Create Urgency to Get Prospects Off the Fence and Get Them to Buy Now?” Sales people often try to create a sense of urgency at the end of the sales process. This causes a lot of stress and anxiety (mostly for the sales person) as they try to hit their end of […]

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Prospecting: How to Identify Your Targeted Audience

“My inside sales team needs to do a better job at generating targeted leads but trying to get them to prospect is like pulling teeth. Any suggestions?” SalesBuzz Answer by Michael Pedone: I remember like it was yesterday when I started working for a company that I was really excited about, and on day one, […]

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How to Answer “Is That Your Best Price?”

“Is That Your Best Price?” “I received a call back from my prospect (whom is the info gatherer) regarding a proposal we’ve been working on. She said her boss (read: decision maker) was interested in setting up a meeting with me to discuss the project further, and then she asked me if what I sent […]

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WHEN PROSPECTS SAY, “We’re Considering Other Options”

“When making follow-up calls, how should I respond when a prospect says they haven’t made a decision yet and that they are still considering other options?” The problem is this… 98% of the time this objection is a stall. I prefer to ELIMINATE these types of stalls from happening, rather than try and deal with […]

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How to Make Morning Sales Meetings Effective

“I manage a team of work-at-home sales reps where I don’t have the ability to listen in on their calls. While I do attempt to coach as much as possible, the coaching is mainly based on the data that the rep puts into our CRM. Do you have recommendations for coaching inside sales reps when […]

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A Billionaire’s Mind-set Re: Sales Quota

Do you have the right MINDSET for Sales? I was watching the show BILLIONS (Showtime / cable) last night when something during the episode got me so fired up – I COULD. NOT. WAIT. to hit the phones Monday morning. The show is loosely based on a real world prosecutor going after a hedge fund […]

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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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