The SalesBuzz.com Blog

Sales Strategies

How to do the “Hand-Off” and Close the Sale

“We broke our inside sales team into two groups – BDR’s (Business Development Reps who prospect and qualify leads) and SAE’s (Sales Account Executives who present and close the leads the BDR’s say are qualified). The problem is with the hand-off from BDR to SAE. How do you get the prospect re-focused and back in […]

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When NON-Decision Makers Reject Your Price

“How should I respond when a NON decision maker asks me about pricing? Every time I answer them after they press me for a price, they say “Oh – my manager would never approve that” and the call ends. What should I do?” To answer this correctly, we are going to reference those sales situations […]

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Sales Call Not Going Your Way? Do this before hanging up!

“What should I do when a sales call isn’t going the way I had hoped and I feel like I’m running out of time or losing them?” When a sales call isn’t going your way, tension builds quickly as you scramble to find some last second Hail Mary question to keep the conversation going. The […]

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How to Get Referrals from Your Existing Clients

“What’s the Best Way to Get Referrals from Your Existing Clients? Our sales team is calling and asking the “WHO DO YOU KNOW?” question but we aren’t having much success.” I’m not a fan of the “Who do you know?” question for two reasons: It puts your client on the spot when they weren’t prepared […]

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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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Cold Calling: Better Price. Still No Sale. Here’s Why…

“How do you respond to a prospect that uses your company for pricing leverage against a current supplier? Company’s that I prospect (cold call) and have quoted 10-15% lower than their current supplier agree to buy from our company but then later tell me their current vendor matched or beat my quote.” If this is […]

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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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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. […]

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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 […]

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Cold Email Prospecting Template Mistake to Avoid

“I’m sending out cold-emails and using the NAME DROP template however I’m getting below average response rates. What should I do?” OK well for those who do not know what the “cold email NAME DROP template” is, it’s when an SDR (Sales Development Rep) identifies a potential suspect and sends them an email something along […]

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