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 ...

CONSULTATIVE SELLING IS A NONMANIPULATIVE process that focuses on clearly defining a client’s needs and objectives and securing agreement that they should be addressed. In traditional selling, on the ...

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 traditional role of retail salespeople is undergoing a fundamental transformation. As artificial intelligence reshapes customer expectations and business operations, the very definition of ...

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 ...