B2B Sales Blog

When a Prospect Says “We’ll get back to you”

“Assuming a sales rep did everything upfront correctly on a sales call, how would you handle a prospect that says: “we’ll get back to you” when trying to schedule a follow-up call?” When a prospect says, “We’ll get back to you” after you try and schedule a follow-up at the end of a sales call, […]



Cold Calling Old Leads? Be prepared for this…

“I make cold calls to leads in our database. Many of these leads have been called in the past by other sales reps. The challenge I have is as soon as they hear my company name, they say: I get calls from you guys all the time. I’m not interested unless it’s cheaper than what […]



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

“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 the salesperson’s brain off. That’s […]



Social Selling Isn’t Working For Me. Why?

“I’ve tried social selling to make sales, but I’m getting worse results than cold calling… What am I doing wrong?” Well, for starters, when you say, “social selling isn’t working” for you, how do you mean, exactly? What were you hoping “social selling” would do for you? What I find most inside sales reps doing […]


2020 Top 20 Online Sales Training logo[1][1]

Top 20 Online Sales Training Companies

SalesBuzz.com Selected as a Top 20 Online Sales Training Company for 2020 Finding a sales training company that will inject a shot of enthusiasm while boosting revenue just got easier. SellingPower Magazine just announced its Top 20 Online Sales Training Companies for 2020 There’s very little room for error when selecting the best sales training […]



Top Sales Skills Every Closer Needs

The Top Sales Skills Every Closer Needs “Sales skills + motivation determines the level of success each salesperson will have in their career.” Michael Pedone The #1 reason to be in “sales” is to make money. To maximize your earning potential, you will need to master particular sales skills to increase your Closed/Won rate. Yes, […]



The “We’re Going to Hold Off” Email

How to Respond to The “We’re Going to Hold Off” Email “My sale was moving along and was on the verge of closing, but then I got an email that said, “We’re going to hold off” – What happened? And how do I respond in this situation?” When this situation happens, usually, there are two […]



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Sales Author, Little Red Book of Selling

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Russel Durrant
Vice President of Sales
Prophix Software

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Director of Sales

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