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SALESSTAR BLOG

Insights and advice to help grow sales in your business

Sales strategy

Consultative selling vs value based selling

The team at SalesStar 26 Sep 2017

Is it time for value based selling to bow its head to consultative? For the third round of our sales strategy showdown we’re examining the merits of value based selling and how it compares to the consultative approach.

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Sales strategy

Consultative selling vs solution selling

The team at SalesStar 20 Sep 2017

Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to it than that. Here’s why.

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Sales strategy

Consultative selling vs The Challenger method: which is better?

The team at SalesStar 14 Sep 2017

In 2011, a new piece of sales research took the sales industry by storm: The Challenger Sale. With it came a new sales method touted as the best way to sell in the modern age, but how good is it really? It’s time to take a look at how well it stacks up next to it’s very close cousin, consultative selling.

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Sales strategy

Why a lack of a consultative sales approach can hurt your company

The team at SalesStar 06 Sep 2017

Research from the Objective Management Group involving over 1.1 million salespeople tells us that the lowest performing 10 per cent of salespeople, have less than 42 per cent of the consultative sell skills need to succeed.

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Sales strategy

What is consultative selling—and why is it good for business?

The team at SalesStar 29 Aug 2017

In a world where new marketing strategies enter the market every other week, often touted as the next and best, consultative selling still continues to outperform all other B2B sales strategies. The catch? You’ve got to do it right.

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Sales leadership Sales strategy

4 strategies to grow sales every sales leader needs

The team at SalesStar 27 Jun 2017

There have been all kinds of leaders through human history. Some good, some bad, some neither. But no matter their qualities, the one thing they all have in common is power—and the ability to influence those they led.

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Sales strategy

Does every sales candidate need to have experience?

The team at SalesStar 01 Apr 2016

Successful salespeople are often thin on the ground – experience, knowledge of the industry, and the ability to hit the ground running are all desirable qualities for hiring managers.

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Sales strategy

5 questions you must be asking in the interview to find top sales reps

The team at SalesStar 15 Mar 2016

Want to find the very best salesperson for your business? Leave your emotions and feelings at the door when it comes to interviews. Why? Because this is the where most managers will fail in the recruitment process.

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Sales strategy

Why you want a challenger on your sales team to increase gross profit

The team at SalesStar 10 Mar 2016

The word ‘challenger’ means different things to different people. 

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Sales strategy

Why aren’t there enough new sales opportunities in your pipeline?

The team at SalesStar 18 Dec 2015

A near-empty pipeline is never a good sign for a business – and also for the salespeople that are responsible for bringing on new customers.

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