Let’s face it: No one likes the word “sales.” The word brings to mind used car salesmen or Bud Fox cold-calling down the white pages in the movie “Wall Street.” We’re way beyond that … we’re holistic ...

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 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 ...

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 ...

A business.com editor verified this analysis to ensure it meets our standards for accuracy, expertise and integrity. Business.com earns commissions from some listed providers. Editorial Guidelines. In ...

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 ...

Historically, sales methodology vendors have not been known for their flexibility or open-mindedness toward adjusting their offerings. Generally, however, vendors have been heavily invested in the ...

Let’s face it: No one likes the word “sales.” The word brings to mind used car salesmen or Bud Fox cold-calling down the white pages in the movie “Wall Street.” We’re way beyond that … we’re holistic ...