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New Book Now Available: Insight Selling

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

The old way of selling is no longer working. Buyers are changing, and if you don’t keep up you will get left behind. In Insight Selling, you'll learn how winners educate and collaborate with buyers to close more deals. Chapter 6 alone will change your sales results instantly. Pick up your copy now.

Additional Reading
A New Way to Collaborate with Buyers

The more sophisticated and advanced sellers become, the more they make selling about conversations and collaboration, not presentations and pitching. Even their presentations become interactive collaborations when done right.

Cognitive Reframing: How to Get Buyers Off Auto-Pilot

The classic selling model has taught sellers to uncover needs and craft compelling solutions. It goes something like this: the buyer needs something and asks for it. You provide it. It's straightforward, but buyers are operating in their comfort zone.

What is Consultative Selling?

Since Mack Hanan coined the term in 1970, consultative selling has been the most widely accepted—and most pursued—sales approach. The approach is characterized as understanding buyer needs and positioning offerings as solutions to problems.

While this has been the go-to approach for many sellers, massive changes in buying technology and the vast amount of information on the internet is significantly changing how buyers buy at an unprecedented pace.