How to Hire Sales Development Reps
“I want to grow revenue and I’m looking for tips on how to hire sales development reps (SDR’s). Any advice?” The B2B world went nuts when Aaron Ross from SalesForce fame wrote “Predictable Revenue” about how he broke teams up into prospectors (SDR’s) and closers (AE’s, or, Account Executives) Technically, this was not a new […]
B2B Phone Sales Negotiations: Missed Deadline
“I gave my prospect a pricing incentive with a deadline in order to close a deal but the deadline passed and I haven’t gotten the order from them yet… What should I do?” This is a perfectly timed question as this just happened to me as well. Before I answer it, let’s confirm a […]
Three Cold Calling Opening Statement Mistakes
Let’s play a game… How many cold call mistakes can you find with this outbound opening “value” statement? “Hello prospect, I’m from XYZ, purpose of the call is to introduce our company to you. Others have benefited by using our ABC service. I’d like to schedule a time to meet with you and explore the […]
The Sales Prospecting Secret That Gets Results
Sales Prospecting Everything starts with sales prospecting. If you don’t have a prospect to call on, you can’t make a sale. And if you’re a salesperson, “no sale” means “no money”. Early on in my sales career, I hated and feared the word Prospecting. It conjured up images of randomly knocking on people’s doors or […]
Filled with Sales Call Anxiety? This may help…
“I’m new to inside sales and get very nervous before making calls… What Can I Do to Reduce My Sales Call Anxiety?” I need to share a personal story with you. Early on in my sales career as a straight commission inside sales rep, I used to suffer from the same sales call anxiety you […]
Who is Michael Pedone?
Jeffrey Gitomer: Michael Pedone is an expert in all forms of prospecting and he loves to discuss cold calling, where it’s been and where it’s going. In this episode Michael describes his new formula for cold calling and why you shouldn’t be afraid to pick up that phone ever again! Jena Rodriguez: Michael Pedone talks […]
How Often Should You Leave Voicemails for Prospects?
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 with respect to the number of voicemail messages I leave and that is: I don’t chase prospects […]
How to Win Against Your Competition
“Michael, I took your class a few months back and I have a question, hoping you can help with. I’m in a situation where my company and 2 other vendors are in a competition for a sale. I’m wondering if you have any advice on how best to engage with the buyer to put us […]
How to Sound More Natural on the Phone in 3 Easy Steps
3 Easy Steps to Sound More Natural on the Phone “What can I do to get my sales reps to sound more natural on the phone when making sales calls? One of the biggest reasons sales reps and managers recommend not using a sales script is that they have a hard time sounding “natural”. All […]
LinkedIn Prospecting: Turn Connections Into Sales
“I’ve started sending potential prospects a LinkedIn connection request. What should I do once they accept? Do I now have the right to call and pitch my services to them?” My short answer to your LinkedIn prospecting question is this: Don’t make them sorry they accepted your LinkedIn connection request. Let’s turn the situation around… […]