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 ...

Have you ever played the parlor game, “Two truths and a lie?” It’s a great icebreaker for groups, and even works if people know each other well. When they’re done, they might wonder if they really ...

Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers ...