Presenter: Mike Schultz, President, RAIN Group & Author, Rainmaking Conversations
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Sales has changed drastically in recent years. Buyers are more educated and resourceful than ever before, causing sellers to search for elusive competitive edges, differentiation, and value add.
To find out what separates sales winners from the rest in major sales today, RAIN Group studied over 700 business-to-business purchases representing $3.1 billion. This research revealed that sellers who are perceived by buyers as sources of insight are more likely to win sales—and do so consistently—than those who aren’t.
In this webinar, Mike Schultz, President of RAIN Group and author of Wall Street Journal bestseller Rainmaking Conversations, will share the keys to becoming a source of insight, including:
- 10 keys to becoming a source of insight for your buyers
- The #1 hidden detractor holding sellers back from applying insight selling
- 3 things every seller thinks they already do well that buyers simply don’t agree with
- Common advice given to sellers that you should avoid at all costs if you want to be seen as a source of insight
This webinar is ideal for sellers and sales leaders who want to achieve top performance by creating conversations based on ideas, inspiring with insights, and differentiating in the selling process.
Mike Schultz is President of RAIN Group, a sales consulting and sales training company. He helps companies around the world unleash the sales potential of their teams. Mike is author of the Wall Street Journal bestseller, Rainmaking Conversations and Insight Selling. Follow Mike on Twitter at @Mike_Schultz.