Iannarino
JULY 25, 2021
The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches that don’t provide advice and recommendations aren’t valuable enough to call consultative. He continued, “There is an incongruence in what people think consultative selling is.
Iannarino
APRIL 27, 2023
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.
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Sales Pop!
OCTOBER 24, 2024
From my amazing days at Xerox, Capgemini, Sandler and now in sales consulting, I’m thankful to have gained a large selling flock – people whose experiences have taught them and changed them, their lessons learned enhancing both their professional and personal effectiveness. Evidently, the flock took it seriously.
Martech
AUGUST 20, 2024
John New Hire tasks an outside consultancy with categorizing customers into three groups based on their receptiveness to new technology: Those who always tend to buy the latest technology. However, she does not know how to argue against the 25% returns the AI consulting agency promises with the tactics John approved.
Sales Pop!
JUNE 30, 2025
I wanted to know whether the companies provided any training before sending representatives into the field to meet with prospective clients, but kept the question to myself. At the end of the appointment, to my disbelief, he asked for a consulting fee, which he had never indicated upfront.
Sales Pop!
JUNE 13, 2025
And whether you are north or south of the 100% equator, 2025’s halfway point represents time that’s gone. In my sales consulting career, I often preach about the importance of recalibration at this time of year and I’ve written about in previous articles as well because, simply put, it’s mission critical. Deals won and deals lost.
The 5% Institute
MAY 27, 2021
Whether you’re a Business Owner or Sales Manager; there’s a likelihood that you’ll one day need to hire sales representatives – which is why we created these sales representative interview questions. To make this easier for you, we’ve jotted down 10 very important sales representative interview questions to help you with this.
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