By Michael Pedone, SalesBuzz.com While researching keywords related to “phone sales scripts,” I came across a website offering sample scripts for free. Well, they say you get what you pay for and in fact, this “free advice” could actually cost you a bundle in lost commissions. The author of the script must have been a [...]

By Jonathan Farrington, The JF Consultancy Before you even begin to look at engaging seriously in lots of networking effort, it is useful to look at your own temperament or disposition. This is the individual’s internal desire to network and to find value and enjoyment from the whole process of building relationships. For some people [...]

By Ken Valla, Wilson Learning Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe “green zone” of familiar contacts, many salespeople are particularly [...]

By Jonathan Farrington, The JF Consultancy Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the [...]

By Garth Moulton, Jigsaw As part of my furious promotion of the Jigsaw Sales Jam event, I had a recent conversation with SteveRichard, co-founder of a sales training and outsourcing group called Vorsight. Because I had never spoken with him, I did a little research beforehand (OK- I clicked a link in his email signature [...]