Insight Selling. Surprising Research on What Sales Winners Do Differently

  • ID: 2785600
  • Book
  • 256 Pages
  • John Wiley and Sons Ltd
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Praise for Insight Selling

Wow! Even your most experienced strategic sellers will sharpen their game with these insights. RAIN Group s research and application to real–life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value add for your offerings like never before.
Sandy Miller, Partner, Strategic Accounts, Aon Hewitt

While solutions selling isn t dead, it is now just the price of admission. In this book, Mike and John provide the fundamentals and techniques around advanced insight selling and how you need to become the change agent for the customer to be a true sales winner! After all, in sales the second–place finisher is just the first loser.
Jim Madson, Vice President of Sales, Tyco SimplexGrinnell

Professional salespeople a decade ago wouldn t even recognize the landscape, challenges, and skill sets required today. This content is essential for contemporary sellers.
Peter Ostrow, Vice President and Research Group Director, Customer Management, Aberdeen Group

The recipe for growth today is dramatically different than just a few years ago, yet many sellers have failed to adapt. For those aspiring to elevate their game, you ve picked up the right playbook.
Richard Tober, Senior Vice President, Capgemini

Few sales books are destined to become classics that will make a real difference in the world of selling. This one will join that rare club that will stand the test of time.
Gord Smith, Partner, Hitachi Solutions

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Foreword Neil Rackham vii

Preface xi

Chapter 1 Sales Winners Sell Differently 1

Chapter 2 What Is Insight Selling? 25

Chapter 3 Insight Selling and Value 37

Chapter 4 Insight and Level 1: Connect 57

Chapter 5 Insight and Level 2: Convince 79

Chapter 6 Insight and Level 3: Collaborate 101

Chapter 7 On Trust 121

Chapter 8 Profile of the Insight Seller 137

Chapter 9 Insight Selling Mistakes 161

Chapter 10 Buyers Who Buy Insights 177

Chapter 11 Getting the Most from Sales Training 199

Epilogue 219

Appendix 221

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Mike Schultz
John E. Doerr
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