Sunday, September 19, 2021

Insight Selling

Insight Selling

Surprising Research on What Sales Winners Do Differently

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?

Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

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About the Book

In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.

In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:

Level 1 “Connect.” Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.

Level 2 “Convince.” Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.

Level 3 “Collaborate.” Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.

They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner’s circle more often, this book is a must-read.

Details
Authors: ,
Genres: Sales Enablement, Sales Skills
Publisher: Wiley
Publication Year: 2014
Length: 248
ASIN: B00K3KGZTC
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About the Author
John E. Doerr

As Co-President of RAIN Group, John Doerr draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development.

Co-author of the Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation (Wiley, 2011), Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014), and Professional Services Marketing, second edition (Wiley, 2013), John was named the Top Sales Thought Leader in 2011 by Top Sales Awards.

John has trained thousands of sales professionals, helping them master the complex sale through in-house training and public presentations, both domestically and abroad. He has worked with organizations such as Deltek, London Business School, Egon Zehnder, Rothstein Kass, Woodard & Curran, and dozens of others to improve sales performance. John also provides executive and business development coaching for sales professionals, sales leaders, and business executives.

John speaks on the subject of sales and marketing for clients and conferences throughout the world, and is a frequent guest lecturer at Bentley University and Babson College. John's first entrepreneurial venture, Wellesley Hills Group, was listed in Inc. Magazine's list of fastest growing companies in the country. As a leader and rainmaker, John himself has sold millions of dollars of complex products and services to the world's most prestigious organizations.

John's international experience includes Brussels, Belgium, where he was Managing Director of Management Centre Europe, the largest pan-European management development and training services firm in Europe. In addition, he has consulted and spoken at numerous events in Europe including a three-year run as chair of Management Centre Turkiye's Human Resources Conference in Istanbul.

John holds an MBA, magna cum laude, from the Graduate School of Management at Boston University, and an AB, summa cum laude, Phi Beta Kappa, from Boston College. John is an avid runner and basketball player.

Disclosure of Material Connection: Some of the links in the page above are "affiliate links." This means if you click on the link and purchase the item, I will receive an affiliate commission. I am disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255: "Guides Concerning the Use of Endorsements and Testimonials in Advertising."

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