Insight Selling: Surprising Research on What Sales Winners Do Differently

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9781118875353: Insight Selling: Surprising Research on What Sales Winners Do Differently
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What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place?

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

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

In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller—the insight seller—is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization.

In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers. They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners:

Level 1 "Connect." Winners connect the dots betweencustomer needs and company solutions, while also connecting withbuyers as people.

Level 2 "Convince." Winners convince buyers that they canachieve maximum return, that the risks are acceptable, and that theseller is the best choice among all options.

Level 3 "Collaborate." Winners collaborate with buyers bybringing 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 advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If you want to find yourself and your team in thewinner's circle more often, this book is a must-read.

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From the Back Cover:

Praise for Insight Selling

“Wow! Even your most experienced strategic sellers willsharpen their game with these insights. RAIN Group’s researchand application to real-life situations will educate your team onhow to inspire buyers with possibilities and demonstrate the valueadd for your offerings like never before.”
—Sandy Miller, Partner, Strategic Accounts, AonHewitt

“While solutions selling isn’t dead, it is now justthe price of admission. In this book, Mike and John provide thefundamentals and techniques around advanced ‘insightselling’ and how you need to become the change agent for thecustomer to be a true sales winner! After all, in sales thesecond-place finisher is just the first loser.”
—Jim Madson, Vice President of Sales, TycoSimplexGrinnell

“Professional salespeople a decade ago wouldn’t evenrecognize the landscape, challenges, and skill sets required today.This content is essential for contemporarysellers.”
—Peter Ostrow, Vice President and Research GroupDirector, Customer Management, Aberdeen Group

“The recipe for growth today is dramatically differentthan just a few years ago, yet many sellers have failed to adapt.For those aspiring to elevate their game, you’ve picked upthe right playbook.”
—Richard Tober, Senior Vice President, Capgemini

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

About the Author:

MIKE SCHULTZ is Co-President of RAIN Group and aworld-renowned consultant, speaker, and expert in sales trainingand performance improvement. His articles and work have beenfeatured in a variety of publications, such as BusinessWeek, Inc. magazine, and Fast Company. He is alsoon the faculty in the Marketing Division at Babson College andwrites at www.RainGroup.com/Blog.

JOHN E. DOERR is a leading authority on the skills andstrategies that make for sales success. As Co-President of RAINGroup, he has consulted with, trained, and coached thousands ofsales professionals, leaders, and business executives, helping themimprove sales performance and succeed with insight selling.

Mike and John are bestselling authors of RainmakingConversations: Influence, Persuade, and Sell in Any Situationand the groundbreaking research “What Sales Winners DoDifferently.” To learn more or to contact Mike or Johndirectly, visit www.RainGroup.com.

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Book Description John Wiley & Sons Inc, United States, 2014. Hardback. Condition: New. 1. Auflage. Language: English. Brand new Book. 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. 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. Seller Inventory # AAH9781118875353

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Book Description John Wiley Sons Inc, United States, 2014. Hardback. Condition: New. 1. Auflage. Language: English . Brand New Book. 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. 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. Seller Inventory # AAH9781118875353

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