The SalesBuzz.com Blog

Prospecting

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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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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The “Just email me something” Blow-off

“How do you handle the “Just email me something” blow-off?” If you are hearing “just email me something” on a regular basis, your sales process is causing that to happen. Having a snarky response prepared means you aren’t fixing the real problem. The reason most sales people get that response is because they: Get the […]

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How to Respond When a Prospect Says “I Got Your Message, I’m Not Interested”

“What do I do when I finally get ahold of a prospect I’ve been chasing and they respond with – “I got your message, I’m not interested”?” Answer: If you hear this response from prospects regularly, you have a bigger problem at hand because it means your original message is missing the mark. Missing the […]

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Unqualified Leads: Follow-Up or Forget?

Sales Question: “What Should I do With My Unqualified Leads? Should I continue to follow-up or just forget them?” Answer: Depends on your definition of unqualified. For me, a prospect needs to have three things in order to be qualified: A problem that I can help them solve; Power to make or at least influence […]

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Prospecting: Email or Call First?

Sales Prospecting Question: “I’m more comfortable sending emails first to new prospects rather than calling and interrupting their day but my manager says its better to call first… who’s right?” Answer: Well, couple things here… 1) When you say “you’re more comfortable” emailing a prospect first, how do you mean, exactly? Most times when I […]

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How to Make the Hardest Part of Cold Calling Easy

“My hardest part of cold calling is rapport building. I try to learn something personal about them before the call so I can connect with them without sounding fake. Any tips on how to sound sincere?” Hmmm… So you want to do something fake but not sound fake? Let’s call a spade a spade. Trying to […]

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Prospecting? How Many Times Should You Call?

“What is the number of times a Sales Development Rep (SDR) should attempt to contact a prospect before moving on?” Before you put a system in place for your inside sales reps to follow, you may want to consider that the lead temperature will have a factor in how many times an SDR will reach […]

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A Bad Way to Start a Cold Email

“I need help creating a cold email template that will work. What do you recommend?” Well for starters, I recommend using valuable content delivered via email and social media marketing channels to generate warm leads rather than having sales reps send massive amounts of cold emails to prospects that are already getting bombarded with cold emails. With […]

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How to Prospect with LinkedIn

“How do you use LinkedIn for prospecting?” I learned a long time ago that if you have to be the HUNTER, the QUALIFIER & the CLOSER, you would be best served to do your HUNTING during non-calling hours. If you are prospecting (hunting) during the day, using LinkedIn (or any other data resources) you can […]

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