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The SalesBuzz.com Blog

B2B SALES PROSPECTING TIPS

Prospecting: How Many Attempts Should I Make?

“How Many Times Should I Try to Contact a Prospect?” First we need to identify which sales situation we are referring to. Are we discussing contacting a “first time” prospect, meaning you have yet to make contact with a new prospect / lead or are we discussing a “follow-up” sales call situation where you’ve done […]

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The Sales Prospecting Death Trap

Everything starts with prospecting. If you don’t have a prospect to call on, you can’t make a sale. And if you’re a salesperson, “no sale” means “no money”. Early on in my sales career, I hated and feared the word Prospecting. It conjured up images of randomly knocking on people’s doors or calling their homes […]

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LinkedIn Prospecting: Turn Connections Into Sales

“I’ve started sending potential prospects a LinkedIn connection request. What should I do once they accept? Do I now have the right to call and pitch my services to them?” My short answer to your LinkedIn prospecting question is this: Don’t make them sorry they accepted your LinkedIn connection request. Let’s turn the situation around… […]

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LinkedIn Prospecting Strategy

“What’s the Best Way to Reach Prospective Customers Via LinkedIn?” If you are expecting to make a LinkedIn connection and then make a sale, think again. Just because someone accepts your LinkedIn request doesn’t mean they’ve opened the door for you to do a presentation. You need a little more “courting” before you can get […]

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Using LinkedIn for Sales: When to Connect with Prospects on LinkedIn

“When I cold call a prospect and they have some interest in my product, for example they take a demo, at what point should I invite this person to my LinkedIn network? Now? When the deal closes? Or somewhere in-between?” Is there a valid reason why you should both be connected? Before You Try and […]

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How Would You Respond to This Email?

SALES QUESTION: How would you respond to this email: “Thank you for your email. We are not interested in pursuing your offer at this time. We will retain your contact information for future reference should there be a need.” ANSWER: Well first, I would need to see the email you sent them that caused this […]

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Emails Before Sales Calls

“Should I Cold Email My Prospects Before Calling?” I get this question a lot. I understand it. Most sales reps are tired of getting rejected when selling over the phone. It’s natural to look for a solution that minimizes our own pain. Unfortunately, cold emailing a prospect before calling them only lessens the pain of […]

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I Left a Voicemail Message. Now What?

“I followed your advice on how to leave voicemail messages that get more callbacks and since using it, my call backs have increased. But my question is, what do I do with the prospects that haven’t called back?” I like to use a “three strikes and you’re out” rule. Meaning, after the 3rd attempt, if […]

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Sales Prospecting Techniques

Sales Prospecting Techniques 101: Where to begin “I love to sell, but I hate prospecting. How can I get better at something I don’t want to do?” Sales prospecting is a key cornerstone for any sales professional that wants to increase sales. To be successful at prospecting, it takes more than just “sales motivation” – […]

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How to Become Your Prospect’s Vendor of Choice

“With prospects having so many choices and easy access to information, how do you become the vendor of choice when they are ready to buy?” Here’s a simple three-step plan to help earn your prospects business while leaving your competitors in the dust. Step 1: Know Whom Your Targeted Audience Is Anytime I ask a […]

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