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The SalesBuzz.com Blog

How to Get Your Company to Invest in Your Success!

One of the biggest reasons Business Owners, VP’s and Sales Managers shun requests for 3rd party sales training simply boils down to ROI. They have been down that road before, and they don’t want to waste time or money again. As the saying goes, “Fool me once”… you know the rest. Can You Blame Them? […]

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I Want To Think About It

How do you respond when a prospect says “I want to think about it”? By eliminating it from being an option! Late 2010, I responded to a sales question on one of the LinkedIn Sales Groups that I’m a member of. The question was: “How do you respond when a prospect says “I want to […]

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Sales 2.0 and Social Selling

What’s the Difference Between “Sales 2.0” and “Social Selling”? Ok here’s my take on it… For starters, the term “Sales 2.0” to me is just jargon. Here’s why I feel this way: Sales 2.0: World Wide Web inventor Tim Berners-Lee (the guy who really did invent the internet, sorry, Al) when asked about the term […]

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Become a More Productive Sales Person Today

How Sales People Can Be More Productive Starting Today Sometimes it really is the little things that make all the difference in the world. If you’re looking for a competitive edge – one that will help you outperform your competitors while keeping your co-workers on their toes – you may not need anything more than […]

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How to GAIN Permission and Avoid Resistance When Cold Calling

A recent LinkedIN Group Member asked if you should open your cold call with “Have I Caught You at a Good Time?” sales question. Below is my response. For a first time call, it’s a simple formula really… Start by understanding what your objective of the call is… to qualify. Qualify the prospects role in […]

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Call Me Back After the Holidays Sales Tip

How to Improve Your Odds of Having a Successful Call Back Most sales people have a pipeline full of prospects who said “Call me back after the Holidays“. Some meant it. Some gave you the brush off. And we’re going to talk about how to avoid the later in our next free webinar on January […]

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Top Sales Email Marketing Blunder Made By Average Sales People

Dale Carnegie’s How to Win Friends and Influence People book is notorious for teaching top sales people that if you want to be successful… and I mean over the top successful, you’ll need to learn that prospects don’t care about “your” objectives or concerns, they only care about theirs. So when a well known Sales […]

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I Want to Think About It – Not!

To date, there are 196 (and counting) responses to the: What do I do when a prospect says, “I want to think about it”? question via a LinkedIn discussion group that I am apart of. Over 99% of the responses are the same old flawed sales tactics that cause prospects to become defensive while evaporating […]

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How Many Times Should You Try and Contact a Prospect?

I’m often asked: “How long should a sales person continue to contact a prospect who doesn’t return their calls / emails or voice mail messages?” The first thing that needs to be established is: What kind of lead are we talking about here? Is it a new lead or is this a prospect that you’ve […]

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Getting Call Backs from Unresponsive Prospects

Speaking of Sales Ethics… How’s this one… Let’s say you have in your pipeline a prospect who has gone unresponsive… time to fish or cut bait, right? So you craft an email such as this: SUBJECT LINE: Opportunity Closed Hi PROSPECT, Sorry you haven’t been able to get back to us regarding (Solution to a […]

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