The “No Need” Sales Objection
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 […]
Which Sales Training Methods Get the Best ROI for SMB?
Is Sales Training ROI Possible for SMBs? Sales training is often viewed by SMB’s (small to mid-size business) companies as an expense. A short-term boost of motivation that quickly evaporates. It’s hard not to see that viewpoint. How many times have you watched a sales team go through a whole or half-day sales training program […]
Sales 101 Training
Sales 101 Training Where to Start When Starting a New Sales Position “I’m starting a new sales position in a different field. How do I know what to say?” Changing jobs is exciting and mildly unsettling at times. You’re excited about the challenge and also want to see success as early as possible, but starting […]
Pre Sales Call Planning: How Much is Too Much?
Pre Sales Call Planning: How Much is Too Much? “I have several inside sales reps on my team that are NOT making quota. Their output (dials) is consistently low – but they say they are doing “smart calling” and researching their prospects first. My question is this: how much do you really need to know […]
Podcast: When to Quit with Michael Pedone w/Jeffrey Gitomer & Jen Gluckow
Knowing when to quit is a key component of success. It can also be the difference between life and death. Join us for a very special conversation with Founder, CEO, and head instructor of salesbuzz.com (as well as Sell or Die Hall of Famer) Michael Pedone. — Shownotes Topics: Winning in Losing; Dealing with […]
An SDR Lost a Sale
An SDR Lost a Sale. Here’s why and how to avoid this from happening to you. I’m a warm lead. I reached out to three different vendors and submitted a request to learn more. One never responded. Another SDR sent email after email. And a third SDR called me multiple times, left a voicemail, and […]
Identifying the Real Decision Maker with Michael Pedone
Identifying the Real Decision Maker with Michael Pedone Making his triumphant return to Sell or Die this week is Michael Pedone, CEO and Head Instructor at SalesBuzz.com. Michael is an expert in all forms of prospecting and he loves to discuss cold calling, where it’s been and where it’s going. – Michael Pedone Michael Pedone teaches outbound sales […]
SDR Appointment Setting Email Advice
SDR Appointment Setting “I am an SDR calling to schedule appointments. What do I do if a prospect wants to do most of the talking through email?” If you have a prospect that refuses to get on the phone, it means you have not piqued their interest enough to the point where they are willing […]
Sales Development Summit 2019: How to Identify the REAL Decision Maker
You’re invited to the Sales Development Summit, a free online conference. This summit is a chance for thousands of the world’s smartest people in sales development to learn what’s new, what’s hot, and what’s actually working RIGHT NOW. You will hear results from the largest study ever to take place on sales development. You’ll learn […]
How to Prevent The Follow-Up Sales Call Stall
“I work inside sales for a manufacturing company. The prospects I talk to are “middlemen” or OEM’s. A common response I get when making a follow-up call is “I haven’t heard from my customer yet,” or “We’ll see if the customer decides/orders.” This statement can also be used as a band-aid to reject the offer […]