The SalesBuzz.com Blog

Cold Calling

STEPS TO A BETTER SALES CALL

In my last blog post, I shared the play-by-play of a bad sales call that I was on the receiving end of. Here are 4 things that the sales person could have done in order to have had a more successful sales call: Pre-call research: Starting off with “I’d like to speak with the owner” is […]

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Bad Sales Call – Don’t Do This

I just received the following sales call…. Ring (incoming call)… Me: “Hello, this is Michael, how can I help you?” Sales person: “Yes, I’d like to speak to the owner” Me: “Oh boy… (sigh) How can I help you?” Sales person (If we can call him that) – “Is this the owner of SalesBuzz?” Me: […]

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Is Cold Calling a Waste of Time?

Let me be very clear that I much prefer – and work on getting – warm leads… Those who “raise their hand” and want to know more… it’s one of the main reasons why I offer my view points / tips and perspective on LinkedIn Groups (as many of us do). Further more, I encourage […]

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Creating Opening Value Statements that Heat Up Cold Calls

Article by Michael Pedone Forget “sales scripts”. To succeed in today’s selling environment, top sales pros will need a complete playbook. This means having multiple “opening value statements” crafted, practiced and memorized for different types of sales calls. One of the most common sales calls is the “first time” contact, where the call couldn’t be […]

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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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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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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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How Many Cold Calls Should a Sales Rep Make Per Day?

I recently posted this question in a LinkedIn Group and some of the responses are below: Bill Paul •  None. John Olsen •  In my youth, selling copiers, we used to form teams to “cold call” on another guys territory, in London, UK. We each, had the objective, of booking 2 demonstrations, for a morning […]

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