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 ...

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

The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

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 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 ...

In consultative selling, the rep is supposed to be a "trusted advisor" facilitating a customer buying decision. If that's so, shouldn't we scrap the entire idea of sales quotas? Seeley believes there ...