I've spent just over 21 years as a sales professional listening to numerous "smart sales people and their managers" try to improve the selling process for their sales force.Rarely, if ever, did I come across anyone in leadership or within the salesperson's role who tried to improve the buying process for the buyer. It's as if we had become a "tell culture" instead of an "ask culture." Nowhere is this more evident than in a salesperson's […]