What’s Better…Transactional or Consultative Selling?

What’s Better…Transactional or Consultative Selling?

What’s better, consultative or transactional selling? It depends on the situation and the company’s goals. The problem comes when you need one approach and miss sales because you have the other. As an example, a seller can sell one item to one decision maker OR sell...

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Fix the Right Sales Problem

Fix the Right Sales Problem

For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...

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Avoiding the ‘Big Black Hole’ of Business Proposals II

Avoiding the ‘Big Black Hole’ of Business Proposals II

In Part 1 of Avoiding the 'Big Black Hole' of Business Proposals, I covered the first two steps that will help you receive a well-earned request for a proposal including what to do in the Pre-Proposal Stage and how to Structure Your Proposal. This week we will explore...

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