B2B Sales Blog

To Script or Not To Script. That is the Sales Question

Sales Scripts for Cold Calling: “Should you script out your conversation before calling? Would you recommend this, and if yes, then how closely do you think people should stick to the script?” Traditional sales scripts are usually loaded with faulty sales tactics such as the “yes pattern,” which not only turns prospects off, it turns […]



Cold Calling Video: The “Just Send Me Email” Response

The “Just Send Me Email” Response “Just Send Me Email” is a common phrase for salespeople to hear when cold calling. Michael Pedone shows you exactly how to respond with confidence. YOUTUBE VIDEO: COLD CALLING: THE “JUST SEND ME AN EMAIL” RESPONSE MP: Hey everybody, it’s Michael Pedone with SalesBuzz.com, and today I want to […]



Qualifying Prospects Over the Phone? How and When to Bail

Qualifying Prospects Over Phone? There are going to be times when you the salesperson need to end the call and move on. So how do you bail on a sales call and still keep the possibility of a future deal, alive? And how will you know if you should bail, or push on? This sales […]



The Red/Yellow/Green Light Sales Script Formula

Sales Scripts Not Working? Most sales scripts create more problems than they solve. The two most common reasons for that are 1) The script is not written with the proper steps in place, and 2) no one ever taught the sales reps what each step of the sales process is or what to do if […]



What Sales Questions Should Be Asked On the Phone

What Sales Questions Should Be Asked On the Phone I once witnessed high school students compete in a mock trial competition, battling it out in a courtroom with actual judges, with each team having to take turns being the prosecution and the defense. During one of the mock trials, a student in the “prosecution role” […]


How to Cure Call Reluctance

How to Cure Call Reluctance

New to Selling by Phone? Here’s how to overcome call reluctance. “I’m new to inside sales, and I am having a serious case of call reluctance. How do I fight against this?” To overcome call reluctance as a new sales rep, you have to be OK with failing and making mistakes initially. There is no […]



How to Close Repeat Business from Inbound Sales Inquiries

“I received an email request from a current client wanting pricing on an upgrade. I sent it over to them but never got the order back. I’ve called and left several messages and emails, but they’ve gone ghost on me. What can I do? I wanted to get that order before the end of the […]



“Michael Pedone is one of the few sales trainers that actually knows what he’s talking about. Take his course. It’s money in the bank.”

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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