Anyone who seeks knowledge about selling has likely heard the term “Consultative Sales” or “Consultative Selling.” I don’t know what the technical definition of the word consultative is, but in ...

The pressure to make sales can result in salespeople trying to push their way to closure. This can alienate potential customers and actually hurt sales. The consultative approach takes longer, but it ...

Rohini Vaishnavi, founder of The Writing Experts. In the fast-evolving world of B2B sales, artificial intelligence (AI) is revolutionizing how sales teams operate, shifting the focus from manual, ...

Silence from a buyer puts undo pressure on salespeople. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get ...

My entire career was spent in branding and marketing culminating in the creation of a billion-dollar agency. However, earlier in my career, my second mentor thought I was so bad at consultative ...