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.
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.