Insight Selling: Surprising Research on What Sales Winners Do Differently

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 se

  • Title: Insight Selling: Surprising Research on What Sales Winners Do Differently
  • Author: Mike Schultz John E. Doerr
  • ISBN: null
  • Page: 381
  • Format: Kindle Edition
  • 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 than 700 business to business purchases made by buyers who represented a total of 3.1 billion in annual purchasing power WhenWhat 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 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 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 often, this book is a must read.

    One thought on “Insight Selling: Surprising Research on What Sales Winners Do Differently”

    1. The firsst half of the book, describing the sales cycle from the buyer perspective really give new perspectives on how to approach sales properly, the second half is really nothing new.

    2. Very old topic with a new look.What I liked about the book is It represents a relevant picture for sales forces from recruitment to execution.What I did not like is I did not get anything related with insight generation in the book

    3. I don't find many technical business books all that engaging but I certainly find much value in this book. This is one of those books that I will need to revisit many times to glean all the knowledge within it's pages.if you are involved in selling I would highly recommend this book.

    4. It should not have taken me so long to finish this book. I just procrastinated. Really great book in understanding the buyer needs and empathizing with the companies you want to do business with.

    5. Well structured and relevant thought process on how to differentiate yourself as a seller in today's competitive marketplace.

    6. I had to read this book for an MBA class. Like many business books, the main points could have been summarized in less than 10 pages.

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