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
"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majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change.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
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five
There's no one right way to sell. Salespeople get the best results by building on who they already are. This lively and liberating book will teach you to do just that. Strengths Based Selling gives salespeople practical, hands-on advice. It walks them through the sales process and shows them how to use
Salespeople are like lions hunting for their prey; experienced lions do not waste their time and energy over many scattered opportunities. Rather, they focus on the prey that is worth their energy, such as zebras. Therefore, “zebras” are a metaphor for the “right” prospects because they are “unique” in the sense
For the first time ever, Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—opens his playbook and gives readers access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Belfort is ready to unleash
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.
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.
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).