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 ...

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 ...

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, ...

In America’s vast and competitive sales market, one of the biggest challenges businesses face is finding truly prepared sales agents. Universities and online courses can deliver theory, but too often ...

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 ...