The SalesBuzz.com Blog

inside sales

Tired Of Cancelled Conference Calls?

“What can I do to keep prospects from canceling our conference call?” I could probably write a small book on this one subject alone… or at least a really deep chapter. So what I will share with you here instead is one small step to add in your sales process that will be easy to […]

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How to do the “Hand-Off” and Close the Sale

“We broke our inside sales team into two groups – BDR’s (Business Development Reps who prospect and qualify leads) and SAE’s (Sales Account Executives who present and close the leads the BDR’s say are qualified). The problem is with the hand-off from BDR to SAE. How do you get the prospect re-focused and back in […]

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How to Become Your Prospect’s Vendor of Choice

“With prospects having so many choices and easy access to information, how do you become the vendor of choice when they are ready to buy?” Here’s a simple three-step plan to help earn your prospects business while leaving your competitors in the dust. Step 1: Know Whom Your Targeted Audience Is Anytime I ask a […]

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How to Warm Up Cold Leads with an Email

“We’re using cold email campaigns to try and warm up leads before inside sales calls on them. My question is, when should the sales reps be calling after we know an email has been read by the prospect? We know speed is critical but I feel that responding too quickly has too much of a […]

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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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Sales Call Reluctance – Why it Happens & How to Get Rid of It!

“I have a group of 10 sales reps, all with varying degrees of experience. At any time, it seems one or more will be suffering from call reluctance. How does that happen and more importantly, how do we get rid of it for good!?” As a straight commission sales person for about 20 years now, […]

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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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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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Are You Making Too Many Contact Attempts?

“How many attempts should I make to connect with a prospect before moving on?” I’ve read statistics that says it takes 6, 12 even 18 attempts to reach a prospect. But here’s the thing, I don’t use one rule across all lead types. I believe it is best to analyze the lead to determine how […]

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Cold Call Anxiety – Here’s How to Overcome It!

I get very nervous when I have to make cold calls – any tips on how to overcome my anxiety and fear of cold calling? I know that feeling. I know it like an old friend (or arch enemy). It used to be so bad for me that I would get nauseas on the way […]

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