Consultative versus Transactional Selling
One of the frequent requests I get is to share a single slide I have presented at several conferences. This slide shows at a very high level the difference between consultative sales models and transactional sales models. I can not take credit for this as I learned it from Neil Rackham . Neil is arguably the godfather of sales strategies. His most popular book "SPIN Selling" is used by organizations with direct sales foreces. Neil's latest book "Rethinking the Salesforce" has many of the same principles he teaches is his previous books, but pays particular attention to changes brought about by technology and the Internet. I highly recommend it to anyone with a salesforce or more importantly anyone who is trying to figure out how to grow a business in a changing market.
I believe this is much more about your whole company's business strategy rather than your sales force. I will reference this concept often in this blog because I believe it is so fundemental.
Here's the chart...
(click the image to expand)