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The SalesBuzz.com Blog

B2B SALES PROSPECTING TIPS

Prospecting – The Achilles Heel of Inside Sales

“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 […]

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When’s the Best Time to Prospect?

“I’m responsible for generating my own leads. When’s the best time of the day to prospect and make new sales calls?” Prospecting and making sales calls are two separate activities. Most salespeople make the mistake of viewing them as one activity by searching for a lead, find a lead, call the lead, repeat process. This […]

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Email Prospecting Strategies

Email Prospecting Strategies: How to get a 23% Response Rate in 72-hours or less when cold email prospecting IN THIS SESSION YOU WILL LEARN: What the REAL Stats are on Cold Email Prospecting Why Cold Email Prospecting is Failing How to Generate a 23% Response Rate in 72-hours or less. – Michael Pedone Michael Pedone […]

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The Most Important Inside Sales Tip Ever

One of the most critical pieces to my sales success was when I committed to 60-dials a day and or three (3) hours of talk time. To give you the full scope of how and why this is such a powerful, revenue-generating sales tip, let’s identify what “sales success” looks like. Before even being aware […]

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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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