“We have a salesperson that has an excuse for everything. How do you help someone like that turn things around?” The first rule in helping ANYONE with ANYTHING is only to help those who want it. If you have a salesperson that is making excuses instead of taking accountability for why they aren’t hitting their […]
Read More“How should I handle the “Now is not a good time” response? One of my colleagues suggested I reply with “What will be different in a week/month from now?” But is that the best rebuttal to use?” The number one reason a prospect will say “Now is not a good time” is because the salesperson’s […]
Read MoreIf you or your inside sales team is in a slump, this quick video could help get deals flowing in your direction again. Presented by Michael Pedone at the InsideSales 2018 Summit, you’ll learn exactly what steps you need to take today, to start filling your pipeline with real opportunities. – Michael Pedone Michael Pedone […]
Read More“How do you get sales reps to have better results with LinkedIn Vs. Cold Calling?” Based on your question, I’m going to assume your sales team is not generating the results you had hoped for with respect to using LinkedIn to help them hit their sales numbers. Here’s why that may be happening – and how to fix […]
Read More“What is the best way to make sure prospects show up and don’t skip out on sales appointments? I send calendar reminders, but my cancellation/no-show rate is still too high.” There are different “stages” or scenarios regarding sales appointments. For example, you could be setting up a sales appointment for one of your field (face […]
Read More“I have a prospect that says he loves our stuff and is always willing to take my call, but he never buys. What can I do?” I’ve seen this plenty of times (it was usually happening to someone in the cubicle next to me) Here are some of the top reasons why this happens: 1: […]
Read More“I get nervous before making a sales call… Any suggestions?” If a salesperson is “really nervous” before making a sales call that is only happening because one of three things are at play: You’re a CAPTAIN WING-IT You pick up the phone and say whatever “feels right,” which often leaves you battling the “No, Thanks,” […]
Read More“I thought when a prospect asks for references, that is considered to be a buying signal. The references we give out are from very satisfied clients that have given us permission to do so, but we still aren’t seeing an increase in sales on those situations. What are we doing wrong?” Every business/salesperson needs to […]
Read More“I’m responsible for prospecting my leads, and the results I want aren’t there… Any advice?” I’ve found that the salespeople who struggle the most to make quota have two things in common: They are using a flawed sales process (and in most cases don’t even know it) They call on low % prospects — a lot. This […]
Read More“I am in charge of cold calling companies to set up face-to-face appointments in the hopes that they may be open to changing banks. When I call and get the Gatekeeper, I mention my name, my company and the reason for the call – and ask her to put me through. The Gatekeeper will reply […]
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