Author and Speaker
Adrian Davis, the author of Human-to-Human Selling: How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World, is a Certified Speaking Professional (CSP) and an expert in strategic selling and account management.
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Skip 'consultative selling' and focus on this strategy instead.
Your approach to value creation must begin with, be in partnership with and end with the customer
In the world of complex business-to-business selling there is no such thing as a born salesperson.
More often than not, multiple salespeople sell different product lines into an account deemed critical. When the question of account ownership surfaces, here is how to handle it.