The Inside SalesBuzz Blog
The Best B2B Inside Sales Blog for Cold Calling Tips, Scripts & Techniques by Michael Pedone
The Death of the Full‑Cycle Sales Rep in 2026 And Why Modern Sales Teams Are Paying the Price — Even the Closers For years, the top performers in sales all shared one thing: they could actually sell. Not “run demos.” Not “book meetings.” Not “send proposals.” I’m talking about real selling — the ability to: […]
“How Do I Get Past ‘Send Me an Email’?” If you’re asking this question, you’re asking the wrong question. Here’s what I mean: You can go on Reddit, LinkedIn, or any sales forum and get 47 different “rebuttals” to use when a prospect says “send me an email.” You’ll get clever comebacks, witty responses, and […]
“Why am I missing quota when I’m working harder than ever?” Selling today should be easier than it was in the ’90s. It’s not. When I first started as an inside sales rep (straight commission), the process was simple: grab a few sheets of paper off the lead table — they were called “white sheets,” […]
The First Qualifying Question That Makes or Breaks Your Sales Call “What’s the #1 qualifying question to ask on a call?” Most salespeople know they need to qualify prospects. That’s not new. What’s missing is the training on how to run the actual call so qualification happens naturally, without killing the conversation. The truth is, […]
The Real Test of a Sales Rep: Can They Open the Call? Let’s cut through the noise. You want to know if a sales rep can sell? Don’t look at their resume. Don’t ask them about their “quota crushing” history. Don’t even bother with their LinkedIn endorsements. Put them on the phone and see if […]
The 10-Step Sales Talk Track That Closes 30% More Deals Whenever I ask sales leaders, “What talk track does your team use?” the most common response is hesitation. Some admit their reps are winging it. Others point to scattered scripts. A few say, “We let reps use their own style.” But here’s the problem: without […]
The First 15 Seconds: Where Deals Are Won or Lost Every inside sales leader knows it. The first 15 seconds of a cold call can make or break the entire conversation. Yet most reps wing it. They freeze, ramble, or fall back on copy-pasted openers they saw on LinkedIn. The result? Call reluctance skyrockets. Quotas […]
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