The End of the End of Solution Sales
By Mike Schultz


Since articles like "The End of Solution Sales" and "Selling is Not About Relationships" were published in the Harvard Business Review, there's been a lot of disagreement in the sales world about what's working and what's not. The arguments behind these articles were steeped in data. The arguments against these articles seemed more based on experience and belief. Which were true? We didn't care one way or the other, but we certainly wanted to know.

So we decided it was time to collect and analyze fresh data to find out what's really going on in sales.

We undertook research from the buyer's perspective to understand what buyers want from sellers and what sellers can do to tip the scales in their favor. To find out, we studied over 700 B2B purchases made by buyers with $3.1 billion in annual purchasing power.

We found that sales winners don't just sell differently, they sell radically differently, and they exhibit a specific combination of behaviors to achieve better outcomes than second-place finishers.

Guess what? It is most certainly not the end of solution sales. Not even close...

[click to continue...]
6 Comments Topics:
What Is Insight Selling?
By Mike Schultz


Think about someone you seek out when you're working through a challenge.

They help you think things through, see what’s important. They ask the right questions. They listen. They don’t just give you answers—they help you come up with them.

On the other hand, they’re not afraid to tell you what they think, share their ideas, and take a stand when they feel strongly about something.

People like this make us better. They help us see what's possible. That's why we get so much from interacting with them. That's why we seek them out. Again and again.

The sellers who are winning major sales these days are starting to look just like these people.

Today's buyers have a lot of information and choices because of the Internet, but they don’t necessarily have more wisdom or confidence. They need people to share ideas, and help them think ideas through.

Yet this is where so many sellers are struggling, falling short and losing, while a select few are getting it right and winning...

[click to continue...]
0 Comments Topics:
How Consultative Sales Methods Need to Change
By Mike Schultz


Call it what you like: solution sales, consultative sales, consultative selling—at the core of each of these concepts is diagnosing and connecting the "pain" of the buyer with the products, services, and overall capabilities of the seller as "solutions."

Pain + Diagnosis + Offerings as "Solution" = WIN!

While this concept is still alive and necessary today, it has changed in 3 very important ways.

3 Ways Consultative Sales Methods Need to Change
  1. Understanding vs. Diagnosing Needs

    In consultative sales, there’s typically a heavy emphasis on the seller “diagnosing” the needs of the buyer. The need for diagnosis implies that the buyer doesn’t have a thorough understanding of why they find themselves in their current, undesirable situation or what to do differently. Through diagnosis, the seller figures this out like a doctor might with a patient who feels unwell, but who doesn’t know what they have or what to do to get better...

[click to continue...]
0 Comments Topics:
New Book Now Available: Insight Selling
By Erica Stritch


After studying over 700 B2B purchases, sifting through hundreds of pages of data, talking to tens of thousands of sellers and sales leaders, and more than a year in the writing process, we are thrilled that our new book, Insight Selling: Surprising Research on What Sales Winners Do Differently is finally here.

In it we outline exactly what today’s sales winners are doing to stand out from the pack and find themselves in the winner’s circle more often than the rest. And it provides a roadmap for you to do the same.

Buy Insight Selling from your favorite book retailer:
Amazon | B&N | BAM | 800-CEO-Read

[click to continue...]
0 Comments Topics:
Infographic: The Road to Becoming an Insight Seller
By Erica Stritch

insight seller

In Insight Selling: Surprising Research on What Sales Winners Do Differently, we reveal the results of our extensive analysis of over 700 B2B purchases from the buyer’s perspective.

In our research, we found that sales winners consistently exhibit behaviors on three levels: they connect, convince, and collaborate.

1. Connect

  • Sellers connect the dots between buyers’ needs and solutions they offer.
  • Sellers connect with people by listening to buyers and connecting with them personally.

2. Convince

  • Sellers persuade buyers they will achieve worthwhile results.
  • Sellers minimize the perception of risk by demonstrating experience, building trust, and inspiring confidence.
  • Sellers persuade buyers they are the best choice.

3. Collaborate

  • Sellers collaborate with buyers by being proactive and responsive.
  • Sellers educate buyers with new ideas and perspectives.

In this infographic, we share the road to becoming an insight seller and what you need to do in each level to maximize your sales results...

[click to continue...]
1 Comment Topics: