The SalesBuzz.com Blog

Sales Improvement

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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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 […]

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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 […]

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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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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 […]

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