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 ...

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 ...

Research shows that sales teams that have a sales process consistently outperform those that don't. However, not all sales processes are created equal. In fact, some sales processes can actually make ...

Operating on the strength of an innovative and proven cost-mitigation strategy, one adviser recently secured an appointment with the senior vice president for HR at a Fortune 500 company. Meeting with ...

You can have a breakthrough product, powerful messaging, and a polished presentation, but if you can’t connect with your buyer in a meaningful way, you’ll have a hard time making the sale. Why? An ...

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 ...