ARTICLES:

Does Your Team Sell Transactionally or Are They Trusted Advisors?

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Source: 
Selling New Solutions

This article shows the difference between transactional selling tactics and consultative, strategic and collaborative selling. In most occassions, a trusted advisor uses the latter method while some sales representatives use transactional selling tactics.

Why Is This Relevant To The Midmarket: 

This is for midsize companies who have to improve how they move from vendor status to becoming a trusted advisor.