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 […]
Outbound Prospecting: How to Identify Prospects that Buy in a Down Market
Outbound Prospecting: How to Identify Prospects that Buy in a Down Market The word “Prospecting” used to send chills down my spine. I hated it with a passion. Using the phone to make outbound prospecting calls to random companies to hear “no, thanks, not interested, we’re all set” is a sure-fire way to skyrocket call […]
Cold Calling Training
Cold Calling Training THAT CREATES CONFIDENCE AND KICKS FEAR TO THE CURB! Are members of your inside sales team afraid of cold calling? Maybe they’re tired of hearing “No, thanks” or being unable to reach the real decision-makers. How to Cure Cold Call Reluctance Good news: There are two cures for cold call reluctance: technique […]
Cold Calling During a Crisis
Cold Calling During a Crisis Prospects are still buying. Here’s how to find the right ones. Before I share with you how I’m getting prospects on the phone during these crazy times, I think it’s important to know that I’ve been a salesperson through the DOT-COM BUBBLE, 911 & 2008 FINANCIAL CRISIS. What we as […]
What if this is the new norm?
Captain Obvious here: we are living in historic times. A 100-years from now, our time period and generation will be talked about in history classes, although we aren’t sure if those future classes will be in-person or online/virtual settings. They’ll talk about how borders were closed down along with all the major, minor, and youth […]
Work from Home Inside Sales Tips
Work from Home Inside Sales Tips Working from home as an inside sales rep is fantastic. But not because you’ll have Netflix or Xbox at your fingertips with no one around to check up on you. Working from home gives you a chance to be HAPPIER and more productive. When you work from home, you: […]
The “Can You Send Me Some References?” Request
“I’m often asked for references from prospects. I have great clients that rave about us and have given us permission to use them as a reference. However, I’m noticing that I’m not closing many of the deals that asked for references. What gives?” I’m glad you’re asking this because the common conclusion a lot of […]
Can I speak with your boss?
Inside Sales Techniques to Use on Non-Decision Makers “How do you get a Non-Decision Maker to put you in contact with the real Decision Maker?” Ideally, salespeople want only to be calling the real decision-makers; however, that is simply not a reality. Interacting with non-decision makers is a daily occurrence for B2B salespeople, whether they […]
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 […]
When Prospects Ask “What’s the Price?” Question
How do you respond to customers who want to know your price right away? So… quick clarification question before giving my answer… A) Is this a call-in and the prospect says, “What’s your best price”? B) Is this a call-in and the prospect says, “I’m calling to get some pricing information on your XYZ”? C) […]