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    • Consultative Selling. 70′s hype or the path to differentiation?

    August 13, 2010

    Guest Post by Ray Charland of Lead Dog Selling. The term “Consultative Selling” and it’s underlying concepts were first introduced in the book by the same name published in 1973 and authored by Mack Hanan, James Cribbin and Herman Heiser. Although amended and modified countless times since then and in countless industries and by countless […]

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    1. Solution, Consultative, or Embedded Selling?