The SalesBuzz.com Blog

Sales Improvement

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 […]

Read More

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 […]

Read More

The “Call Me the First of the Year” Stall Tactic

“I’m getting a lot of prospects telling me to call them back after the holidays. Am I going to have a great first quarter or is this a stall tactic? And if it’s a stall, how should I handle it?” Ok let’s look at this logically. There are three possible legitimate reasons for them to […]

Read More

In a Sales slump? 3 Action Steps to Work Your Way Out Of It

“I’m in a sales slump and don’t know what to do to get out of it. What action steps can I take to change the situation I’m in?” Sales slumps are never fun. A bad one can shake your foundations to the core, to the point where you fear that your lifestyle is in danger […]

Read More

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, […]

Read More

THE MOMENT THAT CHANGED THE WAY I SELL

Stories from the Sales Floor invites today’s top sales professionals, pioneers and thought leaders to share their knowledge. This backstage pass gives you access to accounts and anecdotes never told before that will not only educate and inspire, but also entertain. Here’s a clip from hosts Brandon Redlinger from PersistIQ and Ben Sardella from Datanyze asking Michael […]

Read More

3-Steps to Improve Individual Sales Numbers

“Other than improving specific sales techniques, what other advice do you have that may help improve an individual’s sales numbers?” That’s a pretty wide-open request but here are a few areas that new sales people need to excel in and veteran sales people might need reminding of: 1) Tone / Enthusiasm Level The tone of […]

Read More

How to Sound More Natural on the Phone in 3 Easy Steps

“What can I do to get my sales reps to sound more natural on the phone when making sales calls? This is a problem all sales reps at one time or another have had to conquer. Here are three things I did to get my sales calls to sound more conversational: 1) Know the Road […]

Read More

What to do when speaking with a Non-Decision Maker

“How do you get a Non-Decision Maker to put you in contact with the real Decision Maker?” Ideally salespeople want to only be calling the real decision makers, however, that is simply not a reality. Interacting with non-decision makers is a daily occurrence for B2B salespeople no matter if they sell by phone or face-to-face. […]

Read More

That New Sales Tip Isn’t Working… Here’s Why

Most salespeople are constantly on the hunt for new ways to shorten their sales cycle and cut out the pain of rejection while closing more deals in order to make quota and take home a fatter paycheck. And with resources like LinkedIn, it’s easier than ever to get “free sales advice” and try new tips and techniques. Often times these “new techniques” fizzle out fast and so the […]

Read More