Your Guide to Insight Selling Success
By Erica Stritch

insight selling

There's been a bit of a gold rush around the term "insight selling" in the last several years. Research from a variety of sources, including RAIN Group, has confirmed a simple fact:

Buyers buy from sellers who are sources of ideas.

So now everyone's trying to do it.

But the cold reality is that most sellers don't bring new and valuable ideas to the table. In fact, only 39% of executives say that meetings with salespeople are valuable and live up to expectations.*

So what do you need to do to provide real value to buyers?

In this new 22-page guide, Mike Schultz and John Doerr, Presidents of RAIN Group and bestselling authors of Insight Selling answer this question. They share tips and strategies that will help you drive change and win more sales right away.

Download Your Guide to Insight Selling Success now.

[click to continue...]
0 Comments Topics:
7 Qualities of a Great Sales Negotiator
By Mike Schultz

sales negotiation

What makes a great negotiator?

Negotiation is a craft that can be learned by just about anyone, as I discussed in my recent podcast with RainToday.

There are, however, certain characteristics of great negotiators that are difficult to develop through the even the most rigorous of training initiatives. They are qualities you either have or don't or that develop over years of experience, coaching, training, and self-reflection. If you have them, you're ahead of the game. If you don't, negotiation success may be elusive.

Great sales negotiators share 7 qualities that guide their success.

[click to continue...]
0 Comments Topics:
How to Lead a Masterful Sales Negotiation
By Mike Schultz

sales negotiation

A sales negotiation can be lengthy, nerve-wracking, and complex. For many sellers, every negotiation adds at least one gray hair.

The challenge is that too many people find themselves in a sales negotiation, but they don't understand the underlying dynamics of how sales negotiations work.

To help you master the art of sales negotiation, we've created the OP2eRA2 Sales Negotiation FrameworkSM. Following, you'll find a brief primer on the key points...

[click to continue...]
0 Comments Topics:
6 Business Development Tips for Professional Services
By Bob Croston

business development tips

When it comes to business development for professional services, one of the biggest challenges professionals face is finding time to do it all. After all, you don't sell full-time. Your work, whether it's consulting, accounting, or engineering, is what you do full-time. And that makes it very difficult to find time to create and develop the relationships necessary to bring in new business.

There simply are not enough hours in the day to do it all.

As a result, business development activities are unplanned and inconsistent, which leads to limited touches and prospects slipping through the cracks due to lack of follow-up.

While I cannot create more hours in the day, I can give you some business development tips that will help you become more effective with the balancing act of selling and doing.

[click to continue...]
2 Comments Topics:
Podcast: How to Negotiate Sales Like a Pro
By Erica Stritch

sales podcast

Sales negotiation can be a nerve-wracking process. Without the right knowledge or tools at your disposal, getting to the best agreement can be elusive.

In this podcast, RAIN Group's President Mike Schultz discusses how to overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation.

Click through to read a summary and listen to the full sales podcast...

[click to continue...]
0 Comments Topics: