Insight Selling

Surprising Research on What Sales Winners Do Differently

by Mike Schultz , John Doerr

Number of pages: 256

Publisher: Wiley

BBB Library: Sales and Marketing

ISBN: 978-1118875353



About the Authors

Mike Schultz : He is co-president of RAIN Group and a world-renowned consultant, speaker,

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John Doerr : He is a leading authority on the skills and strategies that

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Editorial Review

It’s old news that buyers have a lot more information about everything than in decades past. Also fairly well established is that today’s buyers are harder to reach, buying cycles are longer, and more decision makers are involved in every sale. Yes, buying has changed a lot, yet from the 1970s until recently, not much changed in the world of sales methodologies. The prevailing thinking in recent decades has been that sellers could study and learn traditional solution or consultative selling approaches, apply them well, and produce excellent results consistently. Not anymore!   Given the changes in buying, the commoditization of many products and services, and the radical intensification of competition in many industries, it’s no surprise that solution sales concepts aren’t working as they once did. Yet as many sellers report losses, buying is still happening

Book Reviews

"The majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change. The hard part is deciding what to keep, what to change and what to discard. Insight Selling lays out a convincing case for which parts of current practice we should keep, which parts must be tweaked, and which parts must be changed entirely. Whether you’re an experienced seller or just starting out in sales, you stand to learn something useful from this book.” — Professor Neil Rackham, author of SPIN Selling

"This book answers the question “What are the winners of actual sales opportunities doing differently than the sellers who come in second place?”" — Robert Terson

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Wisdom to Share

Insight selling is the process of creating and winning sales opportunities, and driving change, with ideas that matter.

When the buyer and seller increase the frequency and depth of interactions, trust and relationship strength grows.

For buyers to see sellers as a source of insight, they must see them as knowledgeable.

Products and services may be interchangeable, but people never will be.

Only you can train, study, practice, push yourself out of your comfort zone, and do everything else you need to do to lay all the brick.

Sellers and buyers think tremendously differently about what’s important.

Trust is the foundation for success with difficult conversations.

Winners connect the dots between customer needs and their company’s products and services as solutions more often than the second-place finishers.

You can view influence as a skill in and of itself or as a theme that flows through many of the other skills (e.g., conversation, ideation, presentation, negotiation, and commitment).

If winning sales consistently and creating sustainable competitive advantage based on value is what you’re up to, insight selling is probably right up your alley.