The SalesBuzz.com Blog

B2B LEAD GENERATION

B2B LEAD GENERATION: Prospecting Trouble? How to Generate Sales Leads

“What if it’s hard to get past the name of my company? I have a strong value prop, but as soon as I say my company name, they cut me off with “Not interested”. I don’t even get a chance to get my opening statement OUT before getting shut down. Any advice?” I can only […]

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Why Your LinkedIn Prospecting Isn’t Working

SALES QUESTION: “I’m sending out emails to my LinkedIn connections but nothing’s working… Why?” Answer: Probably because you’re sending out emails like this one… (Names etc were changed to protect the guilty) “Hi! A while back we connected on LinkedIn and I just wanted to keep in touch and see what we can help each […]

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List Buying Alternatives that Produce Better Results

Sales Question: “Do You Recommend, “LIST BUYING” and if so, which sources do you use?” Answer: As a straight-commissioned sales rep most of my adult working life, I’ve had a fair share of calling on bought lists and all the “fun” that comes along with them. But it wasn’t until one of my mentors taught […]

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Prospecting – The Achilles Heel of Inside Sales

Sales Question: “I’m responsible for prospecting my own leads and the results I want aren’t there… Any advice?” Answer: I’ve found that the salespeople who struggle the most to make quota have two things in common… They are using a flawed sales process (and in most cases don’t even know it) They call on low % prospects. […]

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Calling Warm Leads

Sales Question: “We use a lead management system (InsideSales.com) that allows us to callback a warm lead within less than a minute of the prospect requesting information from our site… So why do I still need an “enticing” opening value statement? They are already “warm” and are requesting more information… this isn’t a cold call […]

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Lead Generation Companies

What Are the Pros and Cons of Using Them and Who Does it Best? Looking to hear from those who have hired lead generating companies as well as from companies that offer this service.

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