Sales Digest: How Old-School Salespeople Can Stay Relevant

Sales Digest: How Old-School Salespeople Can Stay Relevant

Braveheart Sales Digest

Focus On: How Old-School Salespeople Can Stay Relevant

Headlines periodically appear to predict total doom and gloom for old-school salespeople. Earlier this year, Hubspot’s Emma Snider blogged about Forrester’s prediction that a full million “traditional” sales jobs will be lost before 2020 (Forrester also predicted growth for sales consultants). But Snider more recently reassured us sales folk that we are still relevant after all, based on new Gartner research published in the Harvard Business Review.

In fact, Gartner’s research indicates salespeople are “more important than ever,” ranking them the single most influential factor for B2B sales (above references, events, white papers, sales […]

Is it Consultative or Just Insultative Selling?

Is it Consultative or Just Insultative Selling?

Anyone who seeks knowledge about selling has likely heard the term “Consultative Sales” or “Consultative Selling.” I don’t know what the technical definition of the word consultative is, but in essence it means to operate like a consultant. Unfortunately the term gets bantered around a lot and I fear can become a gimmick or a tactic rather than a mindset.

When pretending to be consultative, ineffective salespeople sound scripted, trite and risk being insulting to prospects and clients. To use my newly-coined term, it’s insultative.

Sales managers, if you have a salesperson who you are coaching to be more consultative in their […]