For a long time in some companies, the “sales shark” persona represented the ideal salesperson — that is, someone who can sniff out weaknesses and remain aggressive, selling the customer something ...

While the trusted advisor role is important for any security integration customer, it is vital to the success of a school security program. K-12 school security programs are often spearheaded by ...

APCO Holdings is looking to cater to the wide array of approaches to retailing vehicles with its latest strategy for reinsurance programs. The provider and administrator of F&I products and home to ...

Everyone knows many of the components of the traditional sales model. You're typically asked to quote on either a single item, a group of related components, or perhaps even everything needed by a ...

Media companies are far from complacent on data security, but the difficulty they face is that no two companies share the same risk profile. Differences in workflows and risk vectors make it ...

Delaware Investments is one firm that has adopted a consultative sales approach with its wholesaling unit. Last year, Delaware shifted all distribution of its products to Lincoln Financial ...

You can have a breakthrough product, powerful messaging, and a polished presentation, but if you can’t connect with your buyer in a meaningful way, you’ll have a hard time making the sale. Why? An ...

The number one thing I hear from C-Suite leaders about their Sales organization: they want their sales team to be better at selling solutions, and to from a transactional approach to a consultative ...

Distology is signing fresh vendors to support its consultative approach and generate more solution options for its partner base. The channel player has signed operational technology (OT) specialist ...

BROOMFIELD, Colo.--(BUSINESS WIRE)--TransLogic™, a Swisslog Healthcare company and a leading supplier in transport automation, will showcase its healthcare consultative approach at the Health Care ...

Joe Santana is an advisor, author, speaker and CEO of Joseph Santana, LLC. He helps companies prepare for a diverse 21st-century workplace. Inclusion leaders often face a challenge: demonstrating the ...