Jonathan Farrington
DECEMBER 9, 2012
Last week, I was asked by a colleague to describe my interpretation of what consultative selling is, and I thought I would share my response with you…… As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process.
Zoominfo
DECEMBER 14, 2021
The Wall Street Journal notes that many companies are struggling to attract new sales reps, due in part to negative perceptions of sales as an industry. Practice Consultative Selling at Scale Sales, particularly in SaaS, is becoming more consultative.
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Understanding the Sales Force
MARCH 4, 2013
To be fair to Jason, I covered what must happen instead in that article , so I'd like to discuss why selling effectively isn't happening more frequently and with more salespeople. Consultative Selling requires a reliance on effective use of advanced listening and questioning and lots of it. Cars replaced horse drawn carriages.
Miller Heiman Group
OCTOBER 17, 2019
The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Consultative selling is not dead, as Challenger argues. Instead, it recommends that sellers use friction to aggressively take control of buyer conversations and drive results. It’s evolved.
Partners in Excellence
JANUARY 29, 2013
Years ago, I was involved in developing and selling engineering design and development systems (CAD/CAM/CAE). When I first started selling in the early 80′s, one of “THE HOT TOPICS” in selling was “solutions selling, consultative selling, customer focused selling.”
The Sales Association
MARCH 9, 2011
Pre-Show Advertising Pre-Show advertising is not cheap (you can do a lot of direct mail for the price or one ad) but if you have the budget, many trade journals have pre-show issues where if you advertise you can get a free product spotlight. Sell the “Product of Your Product” to Differentiat. I'm Calling Because.
Sales Training Connection
JANUARY 27, 2012
Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. The fundamentals of consultative selling did not make the top ten. As reported in the Wall Street Journal , AztraZeneca, for example, is cutting its U.S. sales force by 24%. Sales strategy. The implications?
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