Back to Blog Index

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 […]

Is LinkedIn Prospecting 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 […]

Sales Appointments: Getting Prospects to Show Up

“What is the best way to make sure prospects show up and don’t skip out on sales appointments? I send calendar reminders, but my cancellation/no-show rate is still too high.” There are different “stages” or scenarios regarding sales appointments. For example, you could be setting up a sales appointment for one of your field (face […]

Nervous Before Making Sales Calls? Here’s How to Fix That

“I get nervous before making a sales call… Any suggestions?” If a salesperson is “really nervous” before making a sales call, that is only happening because one of three things are at play: You’re a CAPTAIN WING-IT You pick up the phone and say whatever “feels right,” which often leaves you battling the “No, Thanks,” […]

How to Use References to Win New Business

How to Use References to Win New Business “I thought when a prospect asks for references, that is considered to be a buying signal. The references we give out are from very satisfied clients that have given us permission to do so, but we still aren’t seeing an increase in sales on those situations. What […]