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 […]
This Cold Email Script Killed It
This Cold Email Script Killed It (And by “It” I mean a chance for a sale) I received a cold email that said: “Michael, are you interested in adding 6-Figures to your business?” This is such a TURN-OFF question. I hit the delete button immediately. The sad part is, this person may truly be able […]
The “Just email me something” Sales Objection
“How do you handle the “Just email me something” blow-off?” If you are hearing “just email me something” on a regular basis, your sales process is causing that to happen. Having a snarky response prepared means you aren’t fixing the real problem. The reason most salespeople get that response is that they: Get the prospect […]
10 Sales Scripts Facts You Need to Know Now
Hate Sales Scripts? Here’s the thing about outbound phone sales scripts: there’s no actual magic in it, but when it’s done right – when the sales script is so good it sounds as natural as a chat with your neighbor – that’s when the magic happens. Do you and your team know the difference between a […]
How to send a LinkedIn Invite that Gets Accepted, Not Rejected
LinkedIn Prospecting: How to send a LinkedIn Invite that Gets Accepted, Not Rejected I’m constantly getting bombarded with LinkedIn requests from salespeople 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. LinkedIn Prospecting Best Practices: Know Your […]