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Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

James is guilty of one of the most common misunderstanding in all of sales - that consultative selling requires salespeople to act like a consultant. Think about some of the core services and products that nearly every business, your business, purchases: Health Insurance and 401K. Commercial Real Estate.

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Navigating the New Email Landscape: Leverage Digital Sales Rooms and Conversation Intelligence to Enhance Seller Effectiveness

Allego

The original DSR concept revolved around providing automation of the sales process, such as responding to requests for proposals (RFPs), collecting signatures, and managing document workflows. Today’s DSRs have evolved to primarily help sellers sell. DSRs provide the necessary conduit between self-service and consultative selling.