How to Leverage LinkedIn to Close Prospects that Ghosted You
How to Leverage LinkedIn to Close Prospects That Ghosted You We all have prospects that occasionally ghost us after a great discovery call. Today, I want to show you how I leveraged LinkedIn to bring one of my “ghost” prospects back from the dead and close the deal. Before I give you the exact steps (and […]
Trouble Setting Sales Appointments?
How do I respond when a prospect rejects my 20-minute call or meeting request? I need 20 minutes to show them how I can help save them time and money! My current rebuttal is this: “If you could find 20 minutes on your calendar, I would love to have a conversation with you to hear […]
Getting Prospects To Open Up
“I sell a bunch of different IT solutions. When cold calling, I’m wondering how to pique the prospects interest and identify their needs. I sell so many different solutions, and I don’t want to lead in with one product and have their pain point be another, and end up missing the sale. So I need […]
How Many Sales Calls Should I Make Per Day?
“How Many Sales Calls Should I Make Per Day?” It depends on what your goals are. If you want to do just enough to keep your job, make as little as you can get away with. If you want to make or even break your sales goals, 60 sales calls per day (including callbacks from […]
How Many Calls Should Inside Sales Rep Make to a Prospect?
How Many Calls Should Inside Sales Rep Make to a Prospect? “How many calls should inside sales rep make to a prospect who doesn’t return their calls/emails or voicemail messages?” The first thing we need to establish is: What kind of sales lead are we talking about here? Is it a new lead or is […]
Where Most Sales Calls Go “Wrong” (And What to Do About It)
Want to know where most sales calls go “wrong”? Hear Inside Sales Training Expert, Michael Pedone’s @businessradiox interview, and learn: What one of the biggest mistakes salespeople make on the phone every day; Why top sales reps often fail as managers; Why sales managers struggle with sales training; Why “one-day” sales training is ineffective and […]
Your Price Is Too High Sales Objection
Your Price Is Too High Sales Objection “My sales calls consist of me following up on warm leads that our website generates. Our target audience is college students who want to make extra income working part-time at night. (We’re a bartending school) I’m frequently asked; “How much is it?” right up front when I connect […]
Dealing with Poor Performance Sales Excuses
Dealing with Poor Performance Sales Excuses “We have a salesperson that has an excuse for everything. How do you help someone like that turn things around?” Poor performance sales excuses are a major threat to any size team and company. So they must be dealt with head on. As a sales manager, you want to […]
How to Handle the “Now Is Not a Good Time” Response
The How to Handle the Now Is Not a Good Time Objection “How should I handle the “Now is not a good time” response? One of my colleagues suggested I reply with “What will be different in a week/month from now?” But is that the best rebuttal to use?” The number one reason a prospect […]
Video: How to Get OUT of a Sales Slump
If you or your inside sales team is in a slump, this quick video could help get deals flowing in your direction again. Presented by Michael Pedone at the InsideSales 2018 Summit, you’ll learn exactly what steps you need to take today, to start filling your pipeline with real opportunities. – Michael Pedone Michael Pedone […]