In my latest article on SitePoint, Transactional vs. Consultative Selling: Knowing the Difference Makes All the Difference, I compared the transactional sale with a consultative one. In Harvard Business School professor Ranjay Gulati’s new book, he explores the fallacy that media companies are “consultative and customer focused.” According to the article, salespeople are saying “I’ll talk about your needs so long as it leads to you only buying my portfolio of solutions …” but that they are “communicating with customers through a product lens (with a pre-determined end in mind).” That’s a problem.
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Thanks for visiting. I’m a Marketing Evangelist, Blogger and Sales Trainer.
I get excited about geek stuff. But I’m also passionate about helping people and companies reach their fullest potential and becoming wildly successful.
That’s why I love helping businesses figure out how to market (especially web marketing) and why I train sales people to be the best they can be at what they do.