B2B Sales Blog
“How Often Should You Leave Voicemails for Prospects? Once a week, every 3 days, etc.?” This is a popular question I know I’ve answered before, but in case you missed it, I have a simple rule to follow concerning the number of voicemail messages I leave, and that is: I don’t chase prospects that don’t […]
How Do You Handle the “We’re Already Working with Another Supplier” Objection”? First, let’s share some of the typical sales responses and advice on how to handle this objection. Caution: Using the following rebuttals will lower your commission checks: “I’m happy that you invest in our kind of services already. Does your current supplier bring […]
Sales Email Open Rates Vs. Talk Time The most common theme I hear CMO’s, CRO’s, Business Development Directors and Sales VP’s discuss is their team’s sales email open rates. I believe their attention is in the wrong area, and it costs them, their team and their company, lots of lost revenue potential. The Sales Email […]
“We’ve seen an increase in inbound (warm) leads and the number of our presentations are up, but our closing ratios are not. Any advice?” There could be lots of reasons for this; however, when it comes to handling warm leads, one must be careful not to assume that the prospect is ready for a solution. […]
SellingPower Magazine’s Cold Calling Interview w/Michael Pedone Michael Pedone of SalesBuzz being interviewed by CEO of SellingPower Magazine’s Gerhard Gschwandtner. Watch as Gerhard puts Michael on the hot seat and asks him to do a mock cold call right then and there on video. Pay close attention to the questions being asked prior to setting up […]
This 3-Minute YouTube Video May Change Your Mind! Do you believe it’s harder today to cold call? If you believe cold calling is harder today, compared to 5, 10, 15, and 20 years ago, we need to talk. Today’s sales professionals can quickly build pre-qualified prospecting lists in minutes. Yesterday’s sales professionals had to […]
What should I do if a prospect call ends with the “no need” sales objection? There are several layers to the sales onion here. The “No Need” Sales Objection Scenario #1: The prospect said “no need” after your opening value statement. If your prospect responds with a version of “no need” right after your introduction, there are […]
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