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 ...

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 ...

Delaware Investments is one firm that has adopted a consultative sales approach with its wholesaling unit. Last year, Delaware shifted all distribution of its products to Lincoln Financial ...

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 ...

UC requires a consultative selling approach, rather than the traditional "box selling" model, but many Solution Integrators need additional skills and training. One of the biggest challenges facing ...

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, ...