Productive Insights

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

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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

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