Your article was successfully shared with the contacts you provided. If you read the industry publications, you’ll see that two terms are ubiquitous: “Consultative Selling” and “Baby Boomers.” Let’s ...

SOUTHBOROUGH, MA—July 12, 2007—Sales forces that simply communicate value to customers are doomed to fail. Sales professionals have to create value for their customers in order to survive and thrive ...

CONSULTATIVE SELLING IS A NONMANIPULATIVE process that focuses on clearly defining a client’s needs and objectives and securing agreement that they should be addressed. In traditional selling, on the ...

The economic downturn in the technology sector has put a squeeze on resellers' margins. Not surprisingly, many value-added resellers (VARs) are looking to their professional services—not just products ...

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 ...

Some sales approach methods have stayed the same over the centuries because of proven success. Others fall out of general favor, but might still work with certain customers. There are many sales ...

A great many salespeople will say that they take a consultative selling or solution selling approach when working with clients. Unfortunately, the research does not substantiate this. According to one ...

For decades, sales pundits have been advising companies to practice a “consultative” style of selling. It was bad advice then and it’s bad advice now. The idea behind consultative selling is simple.