The SalesBuzz.com Blog

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80+ Inside Sales Experts – One Amazing Online Event

Over 80 leading experts. 1 incredible online event. Featuring SalesBuzz.com’s Michael Pedone Last year 20,000 people registered for this free online event. Even if you’re busy, you’ll want to register because you can listen later. Registration is free — sign up today! Featured speakers include: Steve Young, C​o­Founder, HGGC and Hall of Fame NFL Quarterback Michael […]

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How Do You Qualify a Lead?

Sales Question: “How Do You Qualify a Lead?” SalesBuzz Answer by Michael Pedone I’m confused by this question because for a lead to be qualified, you, the sales person, have to uncover/know three things about your prospect in order to determine if they are “qualified”. And the only way possible to accomplish that is to […]

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Discussing Price With Prospects – What to do first

SALES QUESTION: “I frequently speak with prospects that sound very interested in what we offer but once I email them the proposal, it’s hard to get them back on the phone or to answer my emails. Why does this happen?” SalesBuzz Answer: If you’ve sent out (emailed) a proposal and aren’t hearing back from your […]

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SalesBuzz TShirt Early Registration Incentive

Register early for our upcoming 8-Week Sales Improvement Program a get a free SalesBuzz TSHIRT (While Quantities Last!)

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How to Make Morning Sales Meetings Effective

SALES QUESTION: “I manage a team of work-at-home sales reps where I don’t have the ability to listen in on their calls. While I do attempt to coach as much as possible, the coaching is mainly based on the data that the rep puts into our CRM. Do you have recommendations for coaching inside sales […]

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WHEN PROSPECTS SAY, “We’re Considering Other Options”

SALES QUESTION: “When making follow-up calls, how should I respond when a prospect says they haven’t made a decision yet and that they are still considering other options?” SalesBuzz Answer: The problem is this… 98% of the time this objection is a stall. I prefer to ELIMINATE these types of stalls from happening, rather than […]

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How NOT to Follow-up on Trade Show Leads

SALES QUESTION: “What’s the best way to follow up on trade show leads?” SalesBuzz Answer: 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 […]

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Prospecting: How to Identify Your Targeted Audience

SALES QUESTION: “My inside sales team needs to do a better job at generating targeted leads but trying to get them to prospect is like pulling teeth. Any suggestions?” SalesBuzz Answer: I remember like it was yesterday when I started working for a company that I was really excited about, and on day one, my […]

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Sales Emails: How to Get More Prospects to Open Them & BUY!

SALES QUESTION: “We have a list of targeted prospects that we send emails to – however we aren’t seeing many sales as a result and noticed that our “open rate” is low. How can we get more prospects to open our emails and read them?” SalesBuzz Answer: “Email” is a powerful sales tool for salespeople. […]

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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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