We’re half way through the year. Has your team put a winning sales puzzle together or are there still holes in the picture of success you want to create? In this mid-year special report, Senior Consultant Don Minner poses 10 questions to think about in order to make the most of the second half of the sales year. If you’re
During the past few years our firm has built an inventory of ways sellers can create value for their prospects within the consultative sales process-that is, before the sale actually occurs. In a transactional sale, the sales person focuses on price, delivery, and basic terms. But a consultative sale is more complex: The amount is usually high. The risk to the