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Sales Management Blog

In sales management circles there has been a lot of mention for a while now of concepts such as ‘value selling’ or ‘consultative selling’.  People say things like “We need to position the value of our solution better” or “For this deal we need a consultative approach." Many sales people get confused by this. In workshops I keep getting questions about what consultative selling actually means, so I decided to write a few sentences to clarify the issue.

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