The article details the seller-push (i.e. bad) theory, but doesn't go very far with the buyer-pull - presumably this is where one would get value out of the coaching sessions offered at the bottom of the piece?

The dichotomy seems real but hard to actually do anything with if you're in sales. I've done some penny-ante sales work in my past life in what I would call buyer-pull situations. It's great! People find you and they want to spend money, so all you have to do is not discourage them.

But once you get past "I'm selling something so manifestly useful that people find me to pay me for it", it sure seems like the things you, the sales rep, have to do to get their dollars skew rapidly toward the "seller-push" side of things. What else works? Folks gotta know about you and they gotta know you can solve their problems, right?