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.
About Adrian Davis
More From Adrian Davis
Skip 'consultative selling' and focus on this strategy instead.
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.