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 ...

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 ...

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 ...

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 ...

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 ...

Consultative selling is a collaborative process that leads customers/prospects through an analysis of their current situation to a resulting improvement. For more information on JD Technologies Global ...

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, ...