I just heard an interesting horror story from a seasoned sales professional. She was presenting to a prospect, the prospect interrupted her and said: "you must have been a real star at your Sandler ...

After working with business clients in numerous industries, I've learned that being a salesperson comes with a certain stigma. Many business owners believe that to be a good salesperson, they must ...

The most popular post on this blog is "Cold Calling = Dialing for Dollars"), probably because it provides a solid and useful cold-calling script. Sales reps love sales scripts because they make ...

Many sales teams will develop a loose “script” to follow as a foundation for their pitch to new prospects. While it’s smart to have a basic script as a jumping-off point, it’s crucial to ensure that ...

When it comes to delivering pitches, sales professionals will often work from a script to help keep the intention of their interaction with a prospect at the forefront. However, some scripts feel ...

Providing your sales reps with a script is necessary to maintain control of the sales cycle. Planning, testing and refining the script is an ongoing process. As you build the script and include ...

Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything ...