Insight Selling: Surprising Research on What Sales Winners Do Differently

What do winners of major sales do differently than the sellers who almost win, but who ultimately come 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 $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 second-place finishers.

Today’s sales winners harness the power of ideas.

In Insight Selling, Mike and John share the surprising results of their research and outline exactly what you need to do to transform yourself and your team into insight sellers.

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"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majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change.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 Selling lays 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, SPIN Selling

"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, Agile Selling and SNAP Selling

"The best salespeople perform consistently well in any kind of market. How do they do it? Read Insight Selling to find out. You’ll discover a set of clear, value-adding strategies you can teach to everyone who sells in your organization."
- Andrew Sobel, International Bestselling Author, Power Questions and Clients for Life

"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

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