The SalesBuzz.com Blog

Cold Calling

The “Can You Send Me Some Literature?” Blow-off

“One of the push backs I get when calling and trying to set initial appointments is “Can you send me some literature?” Can you share how you handle that response and what success you have had?” Answer: The best way I’ve found to handle the “Can you send me some literature” response is to realize […]

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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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What’s the Difference Between Cold Calls, Warm Calls and Social Calls?

As a member of several sales related LinkedIn Groups, I’ve noticed a common misconception within the sales community with respect to cold calling, warm calls, social calls and even referrals. For the record, the definition of “cold calling” isn’t blindly picking up the phone and dialing random numbers and pitching your product or service to […]

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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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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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Best Opener for New Sales Reps Calling Old Accounts

“What is the best opening call for a new sales person to make to lapsed customers they have inherited?” Couple questions… One… You said “lapsed customers” so just to clarify, you want them calling on clients (rather than leads) who used to pay you, but no longer do so, is that correct? And Two… What […]

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Do Sales Reps Spend Too Much Time Researching Prospects?

“How much time should my sales reps spend researching prospects? I feel they are taking way too long and should just pick up the phone and dial. Do you have an answer for this?” SalesBuzz Answer: By Michael Pedone Sales reps are in a tough spot in today’s world because everywhere they look, there’s an […]

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Follow-Up Success: Turn Trade Show Leads Into Opportunities

“How can my inside sales team get the most out of trade show leads?” It starts with understanding why both parties participate in trade shows. The top three reasons are: Stay relevant Make new connections Generate leads As you’re collecting leads, you’re meeting new people, having great conversations and making new connections. When the trade […]

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Sales Call Not Going Your Way? Do this before hanging up!

“What should I do when a sales call isn’t going the way I had hoped and I feel like I’m running out of time or losing them?” When a sales call isn’t going your way, tension builds quickly as you scramble to find some last second Hail Mary question to keep the conversation going. The […]

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Cold Calling: Better Price. Still No Sale. Here’s Why…

“How do you respond to a prospect that uses your company for pricing leverage against a current supplier? Company’s that I prospect (cold call) and have quoted 10-15% lower than their current supplier agree to buy from our company but then later tell me their current vendor matched or beat my quote.” If this is […]

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