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 financial services industry has experienced a seismic shift in how professionals acquire clients and grow their practices ...

How did you answer your phone today? How was your tone of voice? If someone called you with a question about a product or service, did your caller "price shop" you, or were you able to take the lead ...

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 ...

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 ...

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, ...

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 ...

Opinions expressed by Entrepreneur contributors are their own. There’s no way around it: Sales calls can be uncomfortable. The prospect may be peripherally interested in your product, but they also ...

Spinnaker Consulting Group helps Fortune 500 companies get to where they are going faster than they would on their own. Employees are strategists as well as doers, according to the management ...