To Script, Or Not to Script

The Great Sales Script Debate

To script, or not to script, that is the question. It’s a contentious question — many voices in the sales community feel strongly about the use of scripts. Are they a valuable aide, or an impediment to a good sales rep? You know us, we love this type of conflict.

Here are the facts — nearly half of sales teams do not have a formal sales process, or “playbook”. In other words, no scripts, no guidance. Yet, according to Harvard Business Review, 50% of high-performing organizations use “closely monitored, strictly enforced or automated” frameworks.

We’re back at it with another great debate in sales. We pitted Darryl Praill, CMO of VanillaSoft (pro-script) against Benjamin Dennehy, the UK’s most hated Sales Trainer (anti-script).

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  • Are formal scripts right for your organization?
  • How tightly to enforce your messaging.
  • How to implement processes that improve revenue.
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Benjamin Dennehy

Benjamin is an engaging sales speaker and trainer who will explain that the barriers cemented within your selling process is your parents’ fault. Dennehy brings an antipodean brutality and charm to the sales experience that many have never encountered before. His ‘no holds barred’ presentations will educate, inspire, motivate and help your sales people understand why, and importantly, how to overcome many of their daily sales frustrations and struggles.


Darryl Praill

Darryl Praill, CMO of VanillaSoft, is a high-tech marketing executive with over 25 years experience spanning startups, re-starts, consolidations, acquisitions, and divestments. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.