Whenever the subject of scripts come up, people usually have definite opinions -- they either love them or hate them.

The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.

When you ask a question you should never say or do anything that might cause your subject (prospect) to stop talking. The more they talk the more likely you are to figure out their needs!

In today's economy, the "No Budget" objection is the one sales reps get over and over again. Here's how to handle it.

Sales meetings. What kind of feeling does that term bring up in you?

I want to expand on telephone scripts a little bit because I've been getting so many emails asking how to be effective in today's market.

Here are two secrets of top 20% sales performers - The most important word they use, and the five best openings they use when cold calling.

Having trouble getting your prospect to commit to buying? This article gives you great solutions to that problem.

In too many companies key accounts are not managed as well as they should be. Often, too many accounts are given this status, resulting in poorer service for the best customers. This article describes how to correct this situation and treat your key accounts as if they really were key.

I remember a time -- and it doesn't seem like that long ago -- when voicemail was all the rage. There was no e-mail, so people tended to honor and even return voicemail messages. It was a good time...