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 ...

In the world of commercial AV integration, change is the only constant. As new technologies emerge and businesses transform, AV sales strategies must be dynamic and responsive to emerging needs to ...

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 ...