Consultative Selling: The Hanan Formula for High Margin Sales at High Levels by Mack Hanan (AMACOM, November 2003). CustomerCentric Selling by Michael Bosworth (McGraw Hill, November 2003). The 5 ...

However, in consultative selling, you should genuinely have a curiosity about the needs and pain points of your prospects. Learn to ask follow-up questions based on the comments your leads make.

In this article, I explore a strategic approach to selling IT initiatives to top management and highlight the key factors that contribute to its effectiveness.

Tom Brady achieved great success in his 23-year NFL career, winning seven world championships. He is also an entrepreneur, a New York Times best-selling author, and a business adviser.