Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
Over the past 20+ years there has been a rapid shift from selling features and benefits to that of a consultative sales approach. The biggest driver for this change has come directly from B2B buyers themselves. Research tells us that buyers no longer want to engage salespeople the way they have in the past. Instead they expect their time spent with a salesperson to be valuable in which sellers ask thought provoking questions and challenge their assumptions and thinking.
If you fancy the concept of mastering consultative selling, then I probably don't need to spend too much time spouting the benefits of using consultative selling. You likely know them already:
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