The SalesBuzz.com Blog

inside sales

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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How to Create a Sense of Urgency

“How Do You Create Urgency to Get Prospects Off the Fence and Get Them to Buy Now?” Sales people often try to create a sense of urgency at the end of the sales process. This causes a lot of stress and anxiety (mostly for the sales person) as they try to hit their end of […]

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How NOT to Follow-up on Trade Show Leads

“What’s the best way to follow up on trade show leads?” Most sales people mistakenly call trade show leads and start off with something like: “How’d you like the event?” or “You stopped by our booth and expressed interest in our (ex: inventory control software).” The first opener (“How’d you like the event?”) is an example of […]

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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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