Resources

In consultative selling, you often hear that “you need to ask questions,” as if the key were to fill the...

Storytelling has established itself as one of the most valuable tools in commercial conversations. When used effectively, it allows us...

In consultative selling for high technology, we all talk about innovation—but we rarely look where it hurts most: the seller.

Over the years working with sales teams, I’ve noticed a recurring pattern: while many multinationals take consultative sales onboarding seriously...

In almost every company we hear the same thing: “We do consultative selling.” But in actual meetings we keep seeing...

There’s something I notice in many organizations: people attend a training session, leave feeling enthusiastic, take notes, participate… and a...