article thumbnail

How to Be Truly Consultative

Iannarino

The evolution of the complex B2B sale has all but eliminated "transactional" approaches and is now moving past "consultative" to something like "super-consultative," or "truly-consultative.".

Consult 334
article thumbnail

How I Learned I Was a Sales Consulting Imposter

Understanding the Sales Force

You decide Image copyright 123RF The post How I Learned I Was a Sales Consulting Imposter appeared first on Kurlan & Associates, Inc. As an interviewer, you must never become emotional about candidates or their inappropriate reactions. You now have all of the evidence to come to a conclusion. Am I an imposter like Phil claims?

Consult 139
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Answering Your Questions About Consultative Selling

Iannarino

Many B2B sales representatives believe they are consultative because they ask questions and avoid being pushy. Asking questions alone is not evidence of a consultative approach. Many salespeople ask questions without being consultative.

Consult 275
article thumbnail

Consultative Selling: Listening Closely with Interest

Iannarino

If you want to improve your ability to practice consultative selling, you need to listen closely and with interest. If you ask a non-salesperson whether salespeople tend to be better at speaking or listening, most will answer they are more adept at speaking. They may also suggest that salespeople are not good listeners.

Consult 292
article thumbnail

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. The perception is that buyers are “in control” and armed with more information than ever before.

article thumbnail

How Consultative Is Your Sales Approach?

Iannarino

One way to improve your sales approach is to be consultative. The more consultative you are, the easier it is to win deals, which is not to suggest winning deals is ever easy.

Consult 273
article thumbnail

A Comprehensive Guide for Consultative Sales Techniques

Iannarino

Uncover the secrets of effective client relationship management and consultative sales strategies for lasting success.

Consult 296
article thumbnail

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. Fact: Only 8% of sales and marketing professionals say their data is between 91% - 100% accurate. The primary takeaway? Forrester found “only 1.2%