Resources

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...

In recent months, Generative Artificial Intelligence has become a central topic in many conversations. One of the most common expressions...

As a salesperson, I have sometimes found myself dealing with clients who never say no. They prefer to postpone: “in...