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 ...

SOUTHBOROUGH, MA—July 12, 2007—Sales forces that simply communicate value to customers are doomed to fail. Sales professionals have to create value for their customers in order to survive and thrive ...

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 ...

For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

The economic downturn in the technology sector has put a squeeze on resellers' margins. Not surprisingly, many value-added resellers (VARs) are looking to their professional services—not just products ...

Some sales approach methods have stayed the same over the centuries because of proven success. Others fall out of general favor, but might still work with certain customers. There are many sales ...