Despite all the pros of the consultative selling strategy, sales professionals around the world have, on average, only 50 per cent of the skills to

Wondering why consultative selling is so effective? It comes down to science. Psychology actually. But why is understanding how the human brain works so important

Is it time for value based selling to bow its head to consultative? For the third round of our sales strategy showdown we’re examining the

In 2011, a new piece of sales research took the sales industry by storm: The Challenger Sale. With it came a new sales method touted

Research from the Objective Management Group involving over 1.1 million salespeople tells us that the lowest performing 10 per cent of salespeople, have less than

In a world where new marketing strategies enter the market every other week, often touted as the next and best, consultative selling still continues to