Only those that adapt will thrive in the New World of selling

B2B sales has evolved from a product-focused transactional approach to a consultative one placing emphasis on asking the right questions, understanding the customer's needs, identifying their issues and pitching the right solution to solve them.

The challenge with the consultative approach is that it's based on the assumption that customers know what their problems are and how to solve them. The Transformational Seller does not mak...