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

The sales industry is shrouded in stereotypes. Many outsiders perceive sales to be a world of fast-talking glamour – all sharp suits and shiny smiles.