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
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.