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Your Guide to Insight Selling Success

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.

Specifically, you'll learn:

  • The 2 keys to moving up on a buyer's priority list
  • 5 steps to collaborate with buyers in the sales process
  • 19 insight selling pitfalls to avoid
  • And more

Download Your Guide to Insight Selling Success now.

Ready to put insight selling into practice? Click here to enroll in our Insight Selling by RAIN Group online training program.

* Forrester Research. Q4 2012 Global Executive Buyer Insight Online Survey. 

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.