Which Inside Sales Activity Metrics Matter?
“Do you have any general figures on the number of attempts vs actual conversation just so I can grasp a baseline? Are 50 cold call attempts to talk to 3 to have 1 good conversation low or high or average?” I feel like you are looking for a perfect formula for stats to be successful […]
Tips for Dealing with End of Month Sales Stress
How to Deal with End of Month Sales Stress “I’ve been in sales for a while and I still get nauseated at the end of each month as I try and hit my numbers. Besides the obvious advice of “hit your numbers early”, do you have any other tips on how to reduce stress during […]
The Best Prospecting Qualifying Questions
Sales Podcast #RealSalesTalk Podcast Interview w/Michael Pedone: The best-prospecting qualifying questions The CEO of SalesBuzz, Michael Pedone, is on for this episode talking about prospecting qualifying questions. Michael is a polished teacher, as he provides specific phrasing and wording suggestions for how to get the right outcomes. Take a listen… Michael Pedone teaches inside […]
Inside Sales Advice: When to Quit
Inside Sales Advice on When “Quitting” is “Winning” It’s Not Me. It’s You. “I was raised to never “quit” anything. That upbringing has served me well, however, I haven’t been happy at work in a long time. I feel like throwing in the towel, but would rather leave on a high note and I just […]
Sales Prospecting Techniques
Sales Prospecting Techniques “I love to sell, but I hate prospecting. How can I get better at something I don’t want to do?” Sales prospecting techniques are a key cornerstone for any sales professional that wants to increase sales. To be successful at prospecting, it takes more than just “sales motivation” – it takes a […]
Sales Rejection Email Response
Sales Rejection Email Response The “I will not be able to move forward at this time” Email “How should I respond when a warm (inbound) sales lead that I’ve called, left a message with, and sent an email to, emails me back and says “I appreciate the follow-up. I will not be able to move […]
How to Become a Top Salesperson
“How Do I Become a Top Salesperson? I want to be better but I’m struggling!” Here’s what I’ve found that worked for me… What Works – The Skinny Details Reading Sales / Business / Self-Help Books It doesn’t matter which books. There are plenty of great choices. Just pick one and go with it. Try […]
Ditch the Decision Maker?
“I’m having a hard time getting decision makers to agree to a (phone) meeting. A colleague recommended that I start contacting “influencers” instead of “decision makers”. The theory would be that the influencers would become strong proponents and would push internally for our solution. Is this a wise strategy?” My biggest concern is the “why“. […]
What’s the Difference Between Cold Calls, Warm Calls and Social Calls?
Cold Calls, Warm Calls, and Social Calls What’s the Difference? As a member of several sales-related LinkedIn Groups, I’ve noticed a common misconception within the sales community concerning cold calling, warm calls, social calls, and even referrals. What is cold calling? For the record, “cold calling” isn’t blindly picking up the phone, dialing random numbers, and pitching your […]
WHEN PROSPECTS SAY, "We’re Considering Other Options"
“When making follow-up calls, how should I respond when a prospect says they haven’t made a decision yet and that they are still considering other options?” The problem is this… 98% of the time this objection is a stall. I prefer to ELIMINATE these types of stalls from happening, rather than try and deal with […]