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

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 ...

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 ...

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. 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 ...