25-38 Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

17-42 Your Sales Tools

Develop a clean, current set of sales tools for your team - slides, scripts, demos and collateral. Keep the material up to date and work to continuously improve it. Avoid spreading your effort across too much material. ... [Continue Reading]

Disciplined, Focused Cold Calling

My first real business job was with a commercial real estate broker in Calgary in the mid '80s; brokers then were given a desk, a telephone and a telephone book and told to get after it.  They were also encouraged to walk door-to-to through downtown Calgary, trying to drum up interest in office ... [Continue Reading]