Prospecting – The Achilles Heel of Inside Sales
“I’m responsible for prospecting my leads, and the results I want aren’t there… Any advice?” I’ve found that the salespeople who struggle the most to make quota have two things in common: They are using a flawed sales process (and in most cases don’t even know it) They call on low % prospects — a lot. This […]
Cold Calling Gatekeepers: What to Say and Not Say
Cold Calling Gatekeepers: What to Say and Not Say “I am in charge of cold calling companies to set up face-to-face appointments in the hopes that they may be open to changing banks. When I call and get the Gatekeeper, I mention my name, my company and the reason for the call – and ask […]
When’s the Best Time to Prospect?
“I’m responsible for generating my own leads. When’s the best time of the day to prospect and make new sales calls?” Prospecting and making sales calls are two separate activities. Most salespeople make the mistake of viewing them as one activity by searching for a lead, find a lead, call the lead, repeat process. This […]
How to Set Sales Appointments that Stick
How to Set Sales Appointments that Stick “When cold calling, how can our sales team make strong appointments that stick?” Setting sales appointments has two common problems: Initial interest (“No, thanks, we already have someone that takes care of that,” etc.) Cancellations / No-Shows. These two common sales challenges aren’t a byproduct of sales. They […]
Cold Call Emailing: How to Create Effective Subject Lines
“When sending out emails, what’s the best way to utilize the subject line?” Depends on the type of email. Is this a first-time cold call prospecting email (first time = you have never spoken with them before / cold-call = they haven’t raised their hand to be contacted) Is this a first-time email to a […]
Email Prospecting Strategies
Email Prospecting Strategies: How to get a 23% Response Rate in 72-hours or less when cold email prospecting IN THIS SESSION YOU WILL LEARN: What the REAL Stats are on Cold Email Prospecting Why Cold Email Prospecting is Failing How to Generate a 23% Response Rate in 72-hours or less. – Michael Pedone Michael Pedone […]
LinkedIn Social Selling Best Practices
LinkedIn Social Selling Best Practices How to Be Authentic at Scale In this 20-minute LinkedIn Social Selling Best Practices webchat with Michael Pedone (SalesBuzz.com) and Gabe Larsen (InsideSales.com) you will learn: Why “fake it till you make it” won’t work in social selling What NOT to do to try and gain new prospects How to […]
How to Handle Holiday Sales Objections and Close the Sale
Holiday Sales Objections got you feeling bah humbug? Michael Pedone has a one-on-one sales conversation on how to close deals over the phone during the holidays. Have a listen! Leave a comment. – Michael Pedone Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – […]
How to Qualify a Sales Prospect
“I need to know how to qualify a sales prospect. What telltale signs to look for to know if a prospect is qualified?” This sales question is a curious one to me because it makes me think that the salesperson doesn’t understand the definition of “qualify” a prospect. If they did, this would not be […]
Mapping Your Sales Questions
B2B sales questions are the keys to qualifying. But have you ever overheard one of your sales reps on the phone and they asked multiple questions, all at once? Does that make you cringe? It should. Because it’s a sign that the sales rep is struggling and not exactly sure what questions to ask or […]