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
Sales grow when people grow. In order to produce a high performing sales team, sales managers need to spend at least 50 per cent of
“Covid!” “Lockdown!” “Adapt!” “Pivot!” How many times have you heard those words over the last year? Is it all getting a bit tedious? How about: “lost
Did you know that in order to produce a highly-functioning and successful sales team, your sales managers need to spend at least 50 per cent
Imagine you’re ill. Not the head-cold kind of ill, but the chest-pain kind. You go to the doctor, who immediately schedules you for open heart
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