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 ...

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 ...

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 ...

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 ...

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 ...

We all love the natural salesperson. They seem to be able to book meetings effortlessly. But of course, getting appointments is not the same as closing. To reliably close, salespeople must identify ...

Technology leaders don’t like to admit it, but sales has a perception problem that deters many fabulous candidates — especially women and minorities — from pursuing careers in tech sales. I’ve seen ...

Opinions expressed by Entrepreneur contributors are their own. After working with business clients in numerous industries, I’ve learned that being a salesperson comes with a certain stigma. Many ...