B2B Phone Sales Skills

Old video of Michael Pedone jamming... #guitarshred

What should you do when a sales rep isn't generating results — despite being coached and mimicking top performers? My first instinct is always overthinking. New reps are prone to this. KPIs, scripts, tactics, it all can be overwhelming to process when starting out. Listen to get my full advice for how to avoid this and not cap a new rep's potential in the sales game. I have a training program with a detailed guide to objective-based selling. Give it a try for FREE: https://www.salesbuzz.com/curriculum/

I recently received a cold call and oh boy, was the opener not effective AT ALL. Unluckily for the sales rep, I didn't close. But lucky for you, I'll tell you EXACTLY where he went wrong and how he could correct it. 0:00 Real-life cold call example 0:55 What should've been done better 1:45 What I would've done 2:18 Why my strategy would work better I have a training program with a detailed guide to objective-based selling. Give it a try for FREE: https://www.salesbuzz.com/curriculum/

Have you sent a proposal to a prospect then not heard anything back? This video is for you then! I'm about to share my email system that gets them to respond back. I call it the red, yellow, or green light script. Red means no, yellow means maybe but there's a hangup, and green means approved. An email like this is a PERFECT way to assess where a prospect is. If there's a yellow, you can know why and correct it — not only for this proposal, but futures ones.

Sales reps and teams are always looking for the "new thing." Let me tell you right now, you don't need too. Sticking to the basics and mastering them is where the money is made in this industry. The basics I'm referring to are openers, gatekeepers, voicemails, engagement questions, and qualifying on problem recognition.

The number-one reason sales managers say their reps suffer from call reluctance is because they don't have prospect's phone number. This is a super easy solve. Let's say you only have a lead's email. In that case, just create an online webinar and send it via email. Then when signing up, require they put their phone number. Not only have you revived a old lead, but you've probably warmed up new ones too. I've used this webinar trick over and over again to massive success.

Without the right tools, you are missing opportunities. Michael Pedone discusses what tools you should have in your toolbelt to be successful in sales.

What's the best sales method? BANT? Challenger? No, there's a sales method I coined that I call — objective-based selling. I've used this successfully for over 25 years when calling both warm and cold leads. It works at the HIGHEST level across industries. I'll explain to you this unique methodology in the video. What separates it from other popular sales strategies is it more applicable right out of the gate. There's a step-by-step format to carrying this out — what to do before you pick up the phone, the opening-value-statement intro, and so forth. I have a training program with a detailed guide to objective-based selling. Give it a try for FREE: https://www.salesbuzz.com/curriculum/

92% of sales reps answered a basic sales question incorrectly on #LinkedIn. What was the question? "When you are calling a lead for the first time, what are you trying to accomplish?" How can you expect your team to be successful in making #outbound calls when they don't have a proven road map to follow? #salesleadership