The SalesBuzz.com Blog

Sales Improvement

How to Avoid Losing Profits Due to Dealing with Non Decision Makers

How should you respond to the scenario presented below? “My manager said a 10% discount is not enough since we are interested in purchasing a 3 user license. Considering the number of other options available to us, he says a more acceptable discount would be 20%. Can you match this discount?” First thing I notice […]

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What Is the Fastest Way to Improve Your Sales?

Need to improve your sales numbers? This is one formula that get’s my vote: 8:00 – 8:20 AM: Sales Training. FEED YOUR MIND! Read sales material, role-play, or attend a live or on-demand sales webinar. Get fired up and sharpen your skills. MLB teams take batting practice before every game and they earn millions of dollars. […]

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Why today’s outbound sales reps are struggling to hit their numbers

InsideSales Online Summit Keynote w/Michael Pedone Keynote on why today’s outbound sales reps are struggling to hit their numbers and are earning less than they should be. Why BANT is BUNK How to capture your prospects attention How to Overcome Call Reluctance – Michael Pedone Michael Pedone teaches outbound sales teams exactly what to say to get […]

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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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Which Inside Sales Activity Metrics Matter?

“Do you have any general figures on the number of attempts vs actual conversation just so I can grasp a baseline? Are 50 cold call attempts to talk to 3 to have 1 good conversation low or high or average?” I feel like you are looking for a perfect formula for stats to be successful […]

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How to Become a Top Salesperson

“How Do I Become a Top Salesperson? I want to be better but I’m struggling!” Here’s what I’ve found that worked for me… What Works – The Skinny Details Reading Sales / Business / Self-Help Books It doesn’t matter which books. There are plenty of great choices. Just pick one and go with it. Try […]

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Ditch the Decision Maker?

“I’m having a hard time getting decision makers to agree to a (phone) meeting. A colleague recommended that I start contacting “influencers” instead of “decision makers”. The theory would be that the influencers would become strong proponents and would push internally for our solution. Is this a wise strategy?” My biggest concern is the “why“. […]

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Competing Against Your Competition – How to Win the Sale

“At what point in the sales process should I find out which competitors my prospects are looking at / comparing us to?” My answer is going to raise some eyebrows, but here it goes anyway… Most of us have been taught to ask our prospects “Who else are you looking at / comparing us to?” […]

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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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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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