I just heard an interesting horror story from a seasoned sales professional. She was presenting to a prospect, the prospect interrupted her and said: "you must have been a real star at your Sandler ...

I have been writing down what I have observed in sales organizations under the theme of 'when I operated using structure, the ...

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 ...

It's okay if you're 'not good at English'! Creating 'Multilingual Customer Service and Sales Scripts' with AIAre you ...

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 ...

Opinions expressed by Digital Journal contributors are their own. There are conflicting opinions about whether a sales script still adds value in the sales process. Some leaders believe that ...

I recently posted about my new book “Done For You Sales Scripts” on LinkedIn. It sparked an interesting debate about whether scripts are useful or not. You can see the whole discussion here. Some ...

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 ...

Forbes contributors publish independent expert analyses and insights. Shep Hyken is a customer service/CX expert, author & keynote speaker. Sales and the buyer experience go hand-in-hand. Sales is ...