B2B Sales Blog

How Many Leads Should Sales Reps Work Per Month?

How Many Leads Should Sales Reps Work Per Month? Determining how many leads a sales rep should handle per month is a critical data point for growing revenue—the answer affects forecasts and hiring. Too many leads and not enough SDRs (sales development reps), and you’ve wasted valuable marketing dollars. Too many BDR’s (business development reps) […]

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How Do You Qualify a Lead?

Is a Qualified Lead the Same as a Qualified Prospect?

Is a Qualified Lead the Same as a Qualified Prospect? Assuming a qualified lead is the same as a qualified prospect is one of the many aspects that cause sales reps to have a sales pipeline fail to reach its projected forecast. In this blog post, I will quickly break down the difference between a […]

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how to qualify leads

How to Qualify Leads Before the Demo

I was on a “sales qualify call” with a prospect that perfectly matched my ICP (Ideal Customer Profile). They were in the right industry, had the right annual revenue, location, employee size and they had a major problem that I specialize in solving better than anyone else: They had a team of SDR’s (Sales Development […]

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B2B LEAD MANAGEMENT: Unqualified Leads: Follow-Up or Forget?

Unqualified Leads: Follow-Up or Forget?

“What Should I do With My Unqualified Leads? Should I continue to follow-up or just forget them?” Depends on your definition of unqualified. For me, a prospect needs to have three things in order to be qualified: A problem that I can help them solve; Power to make or at least influence a decision to […]

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The “I’m Happy with Our Current Vendor” Sales Objection

The “I’m Happy with Our Current Vendor” Sales Objection If you or your sales team is struggling to put ink on the board and because they often hear the “I’m happy with our current vendor/supplier,” this blog post is for you. There are two spots you or your sales team will hear this common sales […]

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30-second voicemail rule

The 30-Second Voicemail Rule

Are Short, Vague Voicemail Messages Recommend? “My decision-makers let everything go to voicemail. I posted my dilemma on a LinkedIn sales group asking for advice, and one person said I should call, give my number, leave my first name and say, “I have a question for you,” and then hang up. What are your thoughts […]

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Negotiation Skills Training: The “Better Price” Ask

How should you respond to the scenario presented below? “My manager said a 10% discount is not enough. He says compared to other options, a more acceptable discount would be 20%. Can you match this discount?” Negotiation Skills Training: The “Better Price” Ask Negotiation is the fun part of selling. It usually means you’re approaching […]

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Jeffrey Gitomer
Sales Author, Little Red Book of Selling

“Michael’s program is a perfect solution for any sales organization that primarily sell over the phone.”

Russel Durrant
Vice President of Sales
Prophix Software

“This is by far the best cold calling course I have ever take. My reps love it and live by its teachings.”

Vince Miceli
Director of Sales

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