SalesBuzz.com

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 3 days ago

New blog articles detected

  • What’s the Difference Between Cold Calls, Warm Calls and Social Calls?

    As a member of several sales related LinkedIn Groups, I’ve noticed a common misconception within the sales community with respect to cold calling, warm calls, social calls and even referrals. For the record, the definition of “cold calling” isn’t blindly picking up the phone and dialing random numbers and pitching your product or service to […] The post What’s the Difference Between Cold Calls, Wa...

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 1 week ago

New blog articles detected

  • Competing Against Your Competition – How to Win the Sale

    “At what point in the sales process should I find out which competitors my prospects are looking at / comparing us to?” My answer is going to raise some eyebrows, but here it goes anyway… Most of us have been taught to ask our prospects “Who else are you looking at / comparing us to?” […] The post Competing Against Your Competition – How to Win the Sale appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 2 weeks ago

New blog articles detected

  • Enough with the easy button

    Enough with the easy button – learn how to sell and make a great living doing it. An open letter to sales people. OK – I’ve had enough. Enough with the LinkedIn articles, tweets and blog posts from self-proclaimed “guru’s” who DO NOT HAVE A PROVEN TRACK RECORD AT SELLING who are telling everyone how […] The post Enough with the easy button appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 3 weeks ago

New blog articles detected

  • How to Create a Sense of Urgency

    “How Do You Create Urgency to Get Prospects Off the Fence and Get Them to Buy Now?” Sales people often try to create a sense of urgency at the end of the sales process. This causes a lot of stress and anxiety (mostly for the sales person) as they try to hit their end of […] The post How to Create a Sense of Urgency appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • Prospecting: How to Identify Your Targeted Audience

    “My inside sales team needs to do a better job at generating targeted leads but trying to get them to prospect is like pulling teeth. Any suggestions?” SalesBuzz Answer by Michael Pedone: I remember like it was yesterday when I started working for a company that I was really excited about, and on day one, […] The post Prospecting: How to Identify Your Targeted Audience appeared first on Online Sal...

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • How to Answer “Is That Your Best Price?”

    “Is That Your Best Price?” “I received a call back from my prospect (whom is the info gatherer) regarding a proposal we’ve been working on. She said her boss (read: decision maker) was interested in setting up a meeting with me to discuss the project further, and then she asked me if what I sent […] The post How to Answer “Is That Your Best Price?” appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • WHEN PROSPECTS SAY, “We’re Considering Other Options”

    “When making follow-up calls, how should I respond when a prospect says they haven’t made a decision yet and that they are still considering other options?” The problem is this… 98% of the time this objection is a stall. I prefer to ELIMINATE these types of stalls from happening, rather than try and deal with […] The post WHEN PROSPECTS SAY, “We’re Considering Other Options” appeared first on Onli...

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • How to Make Morning Sales Meetings Effective

    “I manage a team of work-at-home sales reps where I don’t have the ability to listen in on their calls. While I do attempt to coach as much as possible, the coaching is mainly based on the data that the rep puts into our CRM. Do you have recommendations for coaching inside sales reps when […] The post How to Make Morning Sales Meetings Effective appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • A Billionaire’s Mind-set Re: Sales Quota

    Do you have the right MINDSET for Sales? I was watching the show BILLIONS (Showtime / cable) last night when something during the episode got me so fired up – I COULD. NOT. WAIT. to hit the phones Monday morning. The show is loosely based on a real world prosecutor going after a hedge fund […] The post A Billionaire’s Mind-set Re: Sales Quota appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 2 months ago

New blog articles detected

  • Is LinkedIn Still “Cold Calling”?

    “How do you get sales reps to have better results with LinkedIn Vs. Cold Calling?” Based on your question, I’m going to assume your sales team is not generating the results you had hoped for with respect to using LinkedIn to help them hit their sales numbers. Here’s why that may be happening – and how to fix […] The post Is LinkedIn Still “Cold Calling”? appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 2 months ago

New blog articles detected

  • Sales Emails: How to Get More Prospects to Open Them & BUY!

    “We have a list of targeted prospects that we send emails to – however we aren’t seeing many sales as a result and noticed that our “open rate” is low. How can we get more prospects to open our emails and read them?” “Email” is a powerful sales tool for salespeople. And just like any […] The post Sales Emails: How to Get More Prospects to Open Them & BUY! appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 2 months ago

New blog articles detected

  • How NOT to Follow-up on Trade Show Leads

    “What’s the best way to follow up on trade show leads?” Most sales people mistakenly call trade show leads and start off with something like: “How’d you like the event?” or “You stopped by our booth and expressed interest in our (ex: inventory control software).” The first opener (“How’d you like the event?”) is an example of […] The post How NOT to Follow-up on Trade Show Leads appeared first on ...

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 2 months ago

New blog articles detected

  • Discussing Price With Prospects – What to do first

    “I frequently speak with prospects that sound very interested in what we offer but once I email them the proposal, it’s hard to get them back on the phone or to answer my emails. Why does this happen?” SalesBuzz Answer: If you’ve sent out (emailed) a proposal and aren’t hearing back from your prospects, chances […] The post Discussing Price With Prospects – What to do first appeared first on Onlin...

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 3 months ago

New blog articles detected

  • Tired Of Cancelled Conference Calls?

    “What can I do to keep prospects from canceling our conference call?” I could probably write a small book on this one subject alone… or at least a really deep chapter. So what I will share with you here instead is one small step to add in your sales process that will be easy to […] The post Tired Of Cancelled Conference Calls? appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 3 months ago

New blog articles detected

  • How to Have a GREAT Sales Day, Everyday!

    Back in the late 80’s and early 90’s there was a popular mantra being touted by Motivational Speakers: P.M.A. P.M.A. stands for: POSITIVE. MENTAL. ATTITUDE. The pitch was, that having a POSITIVE MENTAL ATTITUDE (P.M.A.) would lead you to higher sales and success. In theory, having a positive attitude should generate better results than having […] The post How to Have a GREAT Sales Day, Everyday! a...

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 3 months ago

New blog articles detected

  • Opening Sales Script Template for Multiple Solutions

    “I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?” “Data Dumping” (relaying all of […] The post Opening Sales Script Template for Multiple Sol...

  • How to do the “Hand-Off” and Close the Sale

    “We broke our inside sales team into two groups – BDR’s (Business Development Reps who prospect and qualify leads) and SAE’s (Sales Account Executives who present and close the leads the BDR’s say are qualified). The problem is with the hand-off from BDR to SAE. How do you get the prospect re-focused and back in […] The post How to do the “Hand-Off” and Close the Sale appeared first on Online Sale...

  • 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 […] The post How to Become Your Prospect’s Vendor of Choice appeared first on Online Sal...

  • How to send a LinkedIn Invite that Get’s Accepted, not Rejected

    I’m constantly getting bombarded with LinkedIn requests from sales people who are clueless on how to properly grab my attention. This is a common problem as more and more sales reps try and use LinkedIn for prospecting. For starters, make sure the person you are reaching out to meets your “pre-qualified to be a suspect” […] The post How to send a LinkedIn Invite that Get’s Accepted, not Rejected a...

  • When NON-Decision Makers Reject Your Price

    “How should I respond when a NON decision maker asks me about pricing? Every time I answer them after they press me for a price, they say “Oh – my manager would never approve that” and the call ends. What should I do?” To answer this correctly, we are going to reference those sales situations […] The post When NON-Decision Makers Reject Your Price appeared first on Online Sales Training.

  • How to Warm Up Cold Leads with an Email

    “We’re using cold email campaigns to try and warm up leads before inside sales calls on them. My question is, when should the sales reps be calling after we know an email has been read by the prospect? We know speed is critical but I feel that responding too quickly has too much of a […] The post How to Warm Up Cold Leads with an Email appeared first on Online Sales Training.

  • Turn Your Sales Script Into a Conversation

    “I don’t like using sales scripts because they don’t encourage genuine organic conversations with prospects. Do you agree?” I disagree with this statement and here’s why… Top sales scripts that work follow a formula that creates a conversation between the two parties. It follows a successful process that allows for dialogue while covering (or uncovering) […] The post Turn Your Sales Script Into a ...

  • How to Motivate Your Sales Team to Finish the Year STRONG

    “How can I motivate my team to finish the year strong? They keep telling me all the decision makers have taken the next two weeks off!” Well they are half right. An educated “guesstimate” would agree that about 50% of the decision makers have taken off for the rest of the year. But guess what? […] The post How to Motivate Your Sales Team to Finish the Year STRONG appeared first on Online Sales Tra...

  • Best Opener for New Sales Reps Calling Old Accounts

    “What is the best opening call for a new sales person to make to lapsed customers they have inherited?” Couple questions… One… You said “lapsed customers” so just to clarify, you want them calling on clients (rather than leads) who used to pay you, but no longer do so, is that correct? And Two… What […] The post Best Opener for New Sales Reps Calling Old Accounts appeared first on Online Sales Tra...

  • The “Call Me the First of the Year” Stall Tactic

    “I’m getting a lot of prospects telling me to call them back after the holidays. Am I going to have a great first quarter or is this a stall tactic? And if it’s a stall, how should I handle it?” Ok let’s look at this logically. There are three possible legitimate reasons for them to […] The post The “Call Me the First of the Year” Stall Tactic appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 7 months ago

New blog articles detected

  • When Prospects Go Silent, Try this to get a response…

    “How do you get prospects that go silent to re-engage with you?” I’ve found that using a little humor will go a long way into getting your “missing in action” prospect to call you back. The key is to have your message stand out and separate yourself from the rest of the sales pack that […] The post When Prospects Go Silent, Try this to get a response… appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 8 months ago

New blog articles detected

  • How to Get Referrals from Your Existing Clients

    “What’s the Best Way to Get Referrals from Your Existing Clients? Our sales team is calling and asking the “WHO DO YOU KNOW?” question but we aren’t having much success.” I’m not a fan of the “Who do you know?” question for two reasons: It puts your client on the spot when they weren’t prepared […] The post How to Get Referrals from Your Existing Clients appeared first on Online Sales Training.

  • Lost a Deal to Your Competitor? Read this…

    “I just lost a deal to a competitor. Our program is more robust and I even offered our solution to them for less than what they ended up paying for the other solution. What should I do?” If the other deal is finalized, it would be in your best interest to quickly review the steps […] The post Lost a Deal to Your Competitor? Read this… appeared first on Online Sales Training.

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 8 months ago

New blog articles detected

  • Sales Voicemail Statistics – Is leaving a message worth it?

    “Can you PROVE that leaving voicemails are worth it? What have you found to be the average % of returned calls? What are the statistics?” Here’s my concern with your question… Are you looking for stats to defend your stance to not leave voicemail messages? Or are you truly looking for data to determine if […] The post Sales Voicemail Statistics – Is leaving a message worth it? appeared first on On...

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 8 months ago

SalesBuzz.com

Category: Content
Type: Blog Article

Generated 8 months ago

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