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The SalesBuzz.com Blog

When to Fire a New Sales Hire

Question from a LinkedIn User: “How long do you give a new sales person to come up to quota in a draw against commission system before letting them go?… What if they are not making sales and don’t seem to be taking the advice on how to tell the story of your product?“ I think […]

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Bad Sales Openers Kill Door-to-Door Sales Opportunities Too

A sales person walks into my office today unannounced and… This is a true story that happened today (2010/11/22) Here’s what transpired: Sales Person: Hi, I’m not here for (he waves his hand around to indicate he’s not here for an appointment or anything with our services… he obviously doesn’t have a clue as to […]

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How To Overcome the Price Objection in Today’s Economy

“How do you overcome the pricing objection in today’s economy? How do you create the value when constantly undercut by competitors?” This sales question was asked from a LinkedIN member of the Inside Sales Experts Group. Here was my response: The sales process is no different now then it was pre 2008 (before the economic […]

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Three Keys to Sales Success Part Two

Last weeks blog discussed why “Awareness” leads the start to transformation in sales. Following awareness, the next important ingredient a sales professional needs to have for sales success is: Desire Being aware that you may be standing in your own way of success is one thing. Not caring is a whole other issue. If you’re […]

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Three Keys to Sales Success Part One

How do you define “Sales Success”? Two words: Commission Checks. The size of a commission check is the scorecard that measures a sales persons performance.  And if your performance isn’t up to your level of satisfaction, I have three keys to help you improve your performance while fattening your wallet. Key Number 1: Awareness One […]

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Top Changes in 2011 for Inside Sales

Inside Sales Reps…. What’s the One Thing You Hope Your Company Changes in 2011? Lower Quota Adjust Sales Compensation Structure Better Objection Handling Preparation Allow More Individual Social Media Activity Other Leave your selection in the comments section. If you picked “other” please explain.

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Why Inside Sales Reps Need to Tweet

Today’s sales relationships are all about “BrandYOU”. Getting on your prospect’s “radar” is one of the first steps inside sales reps need to accomplish in order to have a chance at taking the sale to the next level. If you target the right audience and get them to notice and view you as an expert […]

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Sales Poll: Paying for Your Own Sales Training

Under What Circumstances Would You Consider Paying for Your Own Sales Training? To take the poll, click here. If you answer “other” in the poll, please leave a comment on the blog telling us what your “other” is.

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Three Cold Calling Opening Statement Mistakes

Let’s play a game… How many cold call mistakes can you find with this outbound opening “value” statement? “Hello prospect, I’m from XYZ, purpose of the call is to introduce our company to you. Others have benefited by using our ABC service. I’d like to schedule a time to meet with you and explore the […]

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Sales Goals and Accountability: A Winning Solution

It’s Time for Goals and Accountability to Make a Comeback. Another Missed Sales Quota? Weak Commission Check? Job on the Line? When was the last time you set and held yourself accountable on a daily basis for these tried and true sales goals: Number of Dials per Day? Number of Qualifications per Day? Number of […]

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