Consultative Selling: Implementation Requirements

January 1st, 2018

Summary

Many B2B sales organizations look to implement a consultative sales approach without establishing clear objectives or definitions. While the foundations of consultative selling remain the same, the model must be adapted to today’s buying dynamics. Assess how prepared your marketing and sales organizations are before embarking on an initiative to develop consultative selling skills.

Many sales and marketing executives are vague when they attempt to define consultative selling, often using amorphous terms and referring to training hyperbole. From a management perspective, they are left hoping that “they’ll know it when they see it.” Without a clear definition or implementation roadmap, it’s not surprising to find that many companies waste considerable time, money and effort unsuccessfully trying to create a consultative sales force. In this report, we specify required elements for implementing consultative selling in today’s complex B2B buying environment.

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