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How to Make Morning Sales Meetings Effective

“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 reps when […]

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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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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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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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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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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 to Create a Sense of Urgency

SALES QUESTION: “How Do You Create Urgency to Get Prospects Off the Fence and Get Them to Buy Now?” SalesBuzz Answer: Sales people often try to create a sense of urgency at the end of the sales process. This causes a lot of stress and anxiety (mostly for the sales person) as they try to […]

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The “I will not be able to move forward at this time” Email

SALES QUESTION: “How should I respond when a fresh sales lead that I’ve called, left a message with, and sent an email to, emails me back and says “I appreciate the follow-up. I will not be able to move forward at this time”? Keep in mind that I have yet to actually speak with the […]

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Ditch the Decision Maker?

SALES QUESTION: “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?” SalesBuzz Answer: My biggest […]

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