Transactional vs. Consultative Selling: Knowing the Difference Makes All the Difference

Unlike many “natural-born salespeople,” I never had the childhood epiphany of, after selling newspaper subscriptions door-to-door, gloriously realizing that I loved to sell things. I never imagined myself in a position that would require selling, much less that I’d be blogging about it and teaching others how to do it. I learned to sell out…

Base Your Marketing on Real Data, not Biased Opinion Masquerading as Fact

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…