In America’s vast and competitive sales market, one of the biggest challenges businesses face is finding truly prepared sales ...

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 ...

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 ...

Every sales rep needs a set of guidelines for how to handle a conversation with a prospect. This “script” may provide some basic points to cover during a call or meeting, but it shouldn’t be a rigid, ...

Opinions expressed by Entrepreneur contributors are their own. We’ve all been there: Your phone rings. You pick it up. Before you even utter “Hello?” you’re bombarded with a pitch. “It’s your lucky ...