How to Upsell Over the Phone
“Our inside sales team is missing their add-on sales quota. I’ve tried everything from extra incentives to threats, but nothing is working. Any suggestions?” As in most things with sales, the problem isn’t for lack of wanting or trying, but in execution. I’m sure your team would want to earn those extra incentives and try […]
Prospecting Voicemail Messages
“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 […]
The “We’re Already Working With Another Company” Sales Objection
How Do You Handle the “We’re Already Working with Another Company” Sales 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: We’re Already Working with Another Company “I’m happy that you invest in our kind of […]
Sales Email Open Rates
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 […]
How to Improve Close Rates on Warm (Inbound) Leads
“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. […]
Michael Pedone’s SalesBuzz Cold Calling Secret
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 […]
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 […]
Sales Voicemail Tips: When to Follow-Up
Sales Voicemail Tips: When to Follow-Up “How Soon After Leaving a Sales Voicemail Should a Follow-Up Call Be Made?” Well, first of all, that depends on what your definition of a “follow-up” call is. To me, a follow-up call is after I’ve spoken with a prospect and for whatever reason, we weren’t able to close […]
The 5-Step Cold Call Anxiety Solution
“How Do You Deal with Anxiety Before Each Cold Call?” Cold call anxiety happens when at least one of these two things is present: Lack of confidence Fear of rejection You can psych yourself up all you want to make cold calls. Still, if you are continually being rejected when selling by phone, eventually, no […]
How to Create Ideal Customer Profile
How to Create an Ideal Customer Profile In 10-minutes or less! What is an Ideal Customer Profile in Sales? According to Hubspot, an Ideal Customer Profile “defines the perfect customer for what your organization solves for”. Too many inside sales reps try to go after every lead that comes their way. The true sales professionals […]