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 ...

In an era where customers have access to a wealth of information and choices, traditional sales methods are often ineffective. Instead, businesses must shift toward consultative selling, an approach ...

In consultative selling, the rep is supposed to be a "trusted advisor" facilitating a customer buying decision. If that's so, shouldn't we scrap the entire idea of sales quotas? Seeley believes there ...

In today’s complex sales landscape, top teams turn insights into action, adapting to evolving buyer expectations. While many ...