The SalesBuzz.com Blog

General

Benefits of a Sales Process

When you have a solid sales process, your prospects become clients. Appreciative clients. “Hi Michael, Thank you very much for contacting me yesterday. I was paying very close attention to your presentation and look forward to making mine as intentional and professional as yours. My presentation isn’t void of principles, but is very UN scripted […]

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How to Turn a Weakness Into An Asset

What separates top B2B sales performers from the rest of the crowd? Answer: A lot. But one of the strengths top inside sales performers posses is the ability to turn a weakness of theirs into an asset whereas average salespeople tend to ignore that they even have any weakness in their sales game at all. […]

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Need a New Game Plan to Boost Sales?

How About One That Works In the Real World of B2B Sales? “It’s a pleasure to meet somebody that’s (BLEEPing) good on the phone and you are (BLEEPing) GREAT!” – Jeffrey Gitomer 8-Week Phone Skills Improvement Course – Live, Online & Affordable Description: Eight weekly one-hour live workshops to give inside sales reps the skills […]

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5-Step Plan to Help Good Salespeople Become Great

Sales Question: “I’ve have over 7 years of sales experience (not all with the same company) but have yet to reach that “Top Sales Rep” status based on my numbers… What do I need to do?” Sales Answer: Everyone “wants” to be considered one of the best but only a few are willing to do […]

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Why Salespeople Should Be Held Accountable for Missing Quota

Sales Question: “With the Up & Down Economy, Should Salespeople Still Be Held Accountable for Missing Sales Quota?” Sales Answer: Sales quotas are the yardsticks most salespeople are measured with. Most companies have been soft on holding reps accountable for missing quota the past couple years and although I do believe that quotas for the […]

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Have Prospects WANTING to Take Your Sales Calls

  Sales Question: “I want to build long term relationships rather than close transactional sales. One challenge I have is that many of the accounts I close do very little business with us. Once they are signed on I don’t want to do the whole “Just calling to check in” bit. What’s the most effective way to “check […]

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Improving Sales Skills Long Term

How to Build Confidence, Eliminate Fear & Get Better Results Selling by Phone Has “No Thanks”, “Not Interested” and “We’re All Set (Click)” responses turned your once stellar phone sales confidence into “rejection anxiety”? If it has, I’m willing to bet it’s more than pride that has taken a hit. The negative effects of “sales […]

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CRM: Sales Reps Vs The Man(agement)

I’ve seen several battles going on via social media regarding CRM and the sales people who are (forced) to use them. As with most arguments, there is usually three sides to the story… yours (sales), theirs (management) and somewhere in between is the truth (reality). Let me start by saying that CRM is one of the best tools invented for sales reps. It’s […]

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Getting Your Pipeline to Produce New Business

Improving Your Pipeline One of the most cherished rituals sales reps go through once they close a new deal is to post their latest win on their white board. It’s a great feeling to take that walk, uncap the black marker and write your new clients name and the amount of the deal up for […]

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3 Reasons Your Prospect is Still Evaluating Other Options

  What Went Wrong and How Do I Get Back in the Game? “Hi Michael: We had a person who owns a party rental company and who contacted us through our website. He said he was evaluating software. So he is looking for the right product. We demoed him on May 17th, and last Thursday I called […]

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