Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.

There’s a revolution going on in the field of sales process, and you need to know about it, because the companies that are in the vanguard are about to kick the living daylights out of firms clinging ...

It is stunning to realize that the ideas and practices of consultative selling and the solution sale have been around for more than four decades. As “selling solutions” and “consultative selling” ...

The basic sales process consists of establishing contact with a customer, developing a relationship of trust, presenting the product's value proposition, handling customer objections, closing the sale ...

A shift from selling products to selling solutions is a common strategy for companies looking to boost their bottom line. Over the past two decades, I’ve worked with many companies trying to implement ...

“As any VAR knows today, Selling IT solutions is a broken process,” said Leslie Swanson, CEO of eXalt Solutions. “Channel partners typically work with hundreds of vendors, each providing dozens of ...

Consulting firms provide a specialized service for a group of clients. Examples of industries and work functions that consultants may specialize in are strategic management, human resources, ...

Sales employees are a different breed from most of your company. They’re going to be more outgoing and gregarious than office staff or technicians. This is both expected and good, but brings unique ...