The reading level for this article is Novice “Please tell (your prospect) that (your name) from (your company) is on the line.” Hardly a phrase to arouse conflict—but astonishingly, it does! “Please tell...

The reading level for this article is Novice Over the past several months, I have received e-mails from readers who are starting to make introductory calls. They ask how they can pinpoint whom to call. They are really asking two...