Insight selling
Subtitle: surprising research on what sales winners do differently
By: Mike Schultz, John E. Doerr ; foreword by Neil Rackham
Contributors: Doerr, John E.; Rackham, Neil
Published: 2014
Language: eng
Number of pages: 242
ISBN-13: 9781118875353
Subjects: Selling; Strategic planning
Description: "Based on a study of winners of 700 noteworthy, B-to-B sales. Shows how to win the sale and what to do differently than the sellers who come in second place. Outlines a comprehensive, three-level strategy called 'Rain Selling' to help turn every sales professional into a sales winner"--
Notes: Includes bibliographical references and index.
Table of contents: title: Sales winners sell differently; title: What is insight selling?; title: Insight selling and value; title: Insight and Level 1: Connect; title: Insight and Level 2: Convince; title: Insight and Level 3: Collaborate; title: On Trust; title: Profile of the insight seller; title: Insight selling mistakes; title: Buyers who buy insights; title: Getting the most from sales training.