Insight Selling: Surprising Research on What Sales Winners Do Differently
“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majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change.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 Sellinglays 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 ofSPIN Selling“Wow! Even your most experienced strategic sellers will sharpen their game with these insights. RAIN Group's research and application to real life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value add for your offerings like never before.”—Sandy Miller, Partner, Strategic Accounts, Aon Hewitt“While “solutions selling” isn’t dead, it is now just the price of admission.  In this book, Mike and John provide the fundamentals and techniques around advanced “insight selling” and how you need to become the change agent for the customer to be a true sales winner! After all, in sales the second-place finisher is just the first loser.”—Jim Madson, Vice President, Sales, Tyco SimplexGrinnell“Professional salespeople a decade ago wouldn’t even recognize the landscape, challenges, and skill sets required today. This content isessentialfor contemporary sellers.”—Peter Ostrow, VP and Research Group Director, Customer Management, Aberdeen Group“The recipe for growth today is dramatically different than just a few years ago, yet many sellers have failed to adapt. For those aspiring to elevate their game, you’ve picked up the right playbook.”—Richard Tober, Senior Vice President, Capgemini“Few sales books are destined to become classics that will make a real difference in the world of selling. This one will join that rare club that will stand the test of time.”—Gord Smith, Partner, Hitachi Solutions“Schultz and Doerr are truly among the elite sales thought leaders. Insight Selling outlines exactly what you need to do to set yourself apart and find yourself in the winner’s circle. It’s a must read for even the most experienced sellers.”—Jill Konrath, bestselling author of Agile Selling & SNAP Selling