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.

Consultative Selling 43

Consultative Selling Journal Industry Trends 43

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. Acknowledge Industry Challenges Many organizations are struggling with the current recruitment landscape, which is very much a candidate-driven market.

Hiring 100

Hiring Face-to-face Sports Scale 100

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. Challenger claims to work best in complex, fast-moving markets. It’s evolved. What Challenger Gets Wrong about Customer Relationships.

Customer 51

Customer Face-to-face Scale Journal 51

Partners in Excellence

JANUARY 29, 2013

Years ago, I was involved in developing and selling engineering design and development systems (CAD/CAM/CAE). Which brings me to sales and marketing. 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.”

Banking 90

Banking Lead Rank Conference Engineering 90

The Sales Association

MARCH 9, 2011

There are a number of reasons, including having an eye-catching display and planning activities during the show to direct people to your booth, but by far the biggest factor in generating traffic to you booth is pre-show marketing! One of my most successful pre-show marketing efforts was for a show in South Carolina several years ago.

Trade Show 20

Trade Show Industry Direct Mail Advertising 20

Sales Training Connection

JANUARY 27, 2012

Over the last dozen or so years, we specialized in sales training for the health care market. In which segment of the health care market did we have zero clients? Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. Pharma’s perspective. sales force by 24%. Sales strategy.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

Vengreso

APRIL 10, 2022

SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Consultative Selling. SNAP Selling. Customer Centric Selling. Strategic Selling. GAP Selling. NEAT Selling. Marketing Leaders. Agile Sales Methodology.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128