For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

In an era where customers have access to a wealth of information and choices, traditional sales methods are often ineffective. Instead, businesses must shift toward consultative selling, an approach ...

The pressure to make sales can result in salespeople trying to push their way to closure. This can alienate potential customers and actually hurt sales. The consultative approach takes longer, but it ...

ISOs increasingly are replacing straight-pitch sales tactics with consultative selling, which can close more sales and reduce account attrition in a competitive market, observers agree. Straight sales ...

Lake Forest, IL–based W.W. Grainger is North America’s largest distributor of maintenance, repair, and operating supplies for businesses and government institutions. Learn from Kevin Hartler, Director ...

In today’s complex sales landscape, top teams turn insights into action, adapting to evolving buyer expectations. While many ...

Everyone knows many of the components of the traditional sales model. You're typically asked to quote on either a single item, a group of related components, or perhaps even everything needed by a ...

The number one thing I hear from C-Suite leaders about their Sales organization: they want their sales team to be better at selling solutions, and to from a transactional approach to a consultative ...

Sales can be an off-putting word to many attorneys, but when done right, it can provide a service to clients by helping them solve problems. By shifting your perspective to look at business ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...