This LinkedIn Cold Message is a Fail 99.9% of the Time
LinkedIn Cold Message Fail I received a LinkedIn Cold Message notification on my Apple watch that said: “HI Michael, I hope you have a nice day. I’d like to know a little more about” Now, since this was on my watch, that is all I could see. So, I opened my LinkedIn messages on my […]
Prospecting: How Many Attempts Should I Make?
“How Many Times Should I Try to Contact a Prospect?” First, we need to identify which sales situation we are referring to. Are we discussing contacting a “first-time” prospect, meaning you have yet to make contact with a new prospect/lead, or are we discussing a “follow-up” sales call situation where you’ve done a presentation and […]
How to Follow Up with Trade Show Leads
How to Follow Up with Trade Show Leads “How can my inside sales team get the most out of trade show leads?” It starts with understanding why both parties participate in trade shows. The top three reasons are: Stay relevant Make new connections Generate leads As you’re collecting leads, you’re meeting new people, having great […]
It’s time for some honesty on LinkedIn
With LinkedIn becoming more and more like FaceBook every day – you would think EVERYBODY but YOU, is winning. I too, see their self-promoting videos while they drive around in the back of their cars (pretending they have a chauffeur) or rolling up to their (rented) private plane. Or, legitimately boasting about how they are […]
Sales Cadence Examples for Cold and Warm Calling
Sales Call Cadence Examples for Cold and Warm Calling by Michael Pedone Original Audio: https://www.youtube.com/watch?v=gCRgfZWI4N4 Transcription: GABE LARSON: Michael, we talked about warm and cold, that’s kind of where we left off, um and some of the things, you need to be thinking about target audience. Let’s get into maybe some of these things […]
B2B Sales Cadence Best Practices
B2B Sales Cadence Best Practices B2B Sales Cadence Best Practices by Michael Pedone of SalesBuzz being interviewed by Gabe Larsen of InsideSales.com – Michael Pedone Michael Pedone is the founder of SalesBuzz.com – a turnkey on-demand skills-building program for inside sales teams. Try a free class today.
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 […]