From Salesperson to Trusted Advisor: How to Become the “Go-To” Expert in Any Field
- David Gnotta
- Aug 14
- 2 min read
Resource Guide Edition

In a crowded marketplace, the difference between a salesperson and a trusted advisor comes down to one thing: value—not just in your product, but in you. This is the heart of consultative selling: understanding your client’s challenges, guiding them toward solutions, and becoming the person they trust when problems arise.
What is Consultative Selling?
Consultative selling means putting problem-solving ahead of product-pushing. Instead of “How can I sell you this?”you’re asking “How can I help you solve this?”
The goal is to become indispensable—not because you have the lowest price, but because you have the highest value.
How to Become the Go-To Expert in Your Field (with Resources)
1. Master Industry Knowledge
Know your client’s industry inside and out.
LinkedIn Groups — Search for groups in your target industry.
Gartner — In-depth market research and trends.
Forrester — Data-driven market insights.
IBISWorld — Industry reports and statistics.
Search for Trade Associations in your field.
2. Become a Connector
Build a network that benefits your clients.
Chamber of Commerce Directory — Find your local chapter.
Lunchclub — AI-powered networking for professionals.
Alignable — Small business networking platform.
3. Invest in Problem-Solving Skills
Learn to ask better questions and uncover the root of challenges.
SPIN Selling by Neil Rackham — The classic consultative selling book.
Coursera: Critical Thinking & Problem-Solving — Free and paid options.
Udemy Consultative Selling Courses — Variety of skill levels.
4. Share Insights Publicly
Demonstrate your expertise regularly.
LinkedIn Publishing — Publish industry articles directly to your network.
Medium — Reach a broader audience with thoughtful content.
HubSpot Content Marketing Certification — Free training to improve your messaging.
5. Leverage Continuous Learning
Stay ahead of industry changes and trends.
Podcasts: The Advanced Selling Podcast, Sales Gravy.
Google Alerts — Track industry-specific keywords.
Final Thought
Consultative selling is about making the customer’s success your priority. By combining insight, industry expertise, and a genuine interest in solving problems, you’ll transform from “another salesperson” into the person people call first.
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