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 ...

When preparing for the launch of a new product, medical device manufacturers should also evaluate whether their technologies will have a foundation to build on two to three years down the line.

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 ...

Sales process automation software drives efficiency by automating repetitive tasks, enabling sales teams to focus on ...

Operating on the strength of an innovative and proven cost-mitigation strategy, one adviser recently secured an appointment with the senior vice president for HR at a Fortune 500 company. Meeting with ...

Mert Yentur is the founder and CEO of Pitcher, an end-to-end mobile sales enablement and content management platform. B2B sales organizations are witnessing a massive convergence of changes that ...