// Research

What Sales Winners Do Differently

Today’s sales winners sell radically differently than second-place finishers.

There’s a revolution underway in sales. Sales approaches that have been working for decades are no longer getting the same results.

We wanted to know how selling is changing and what sellers need to do to maximize their success. So we posed the question: “What are the winners of actual sales opportunities doing differently than the sellers who come in second place?”

To find out, we studied more than 700 business-to-business purchases made across industries by buyers who represent a total of $3.1 billion in annual purchasing power.

We found that the sellers who ultimately win the sale don’t just sell differently—they sell radically differently than the closest second-place finishers.

What Sales Winners Do Differently Report

In our What Sales Winners Do Differently report, we share our findings, including:

  • Whether or not solution sales is dead
  • How sales winners sell differently than the second-place finishers
  • Surprising findings that are rarely talked about in the world of selling that have a huge impact on success
  • Why making the ROI case is not enough
  • What buyers report is most important for sellers to do to win their business
  • Not only how to win more sales now, but how to maximize repeat business, referrals, and customer loyalty
  • The 3 areas where winners do well, and second-place finishers falls short

Fill out the form to download the report.

Key Findings in This Report

Factors Most Separating Winners From Second-Place Finishers

  1. Educated me with new ideas and perspectives
  2. Collaborated with me
  3. Persuaded me we would achieve results
  4. Listened to me
  5. Understood my needs
  6. Helped me avoid potential pitfalls
  7. Crafted a compelling solution
  8. Depicted purchasing process accurately
  9. Connected with me personally
  10. Overall value from the company is superior to other options

 

According to our research, sales winners connect with buyers personally and connect the dots between buyer problems and seller solutions. They convince buyers they can achieve maximum return, the risks are acceptable, and the seller is the best choice among all options. They collaborate with buyers by bringing new ideas to the table and working with buyers as a team.

If you want to find yourself in the winner’s circle more often, do what the winners do.

Sell Like the Winners Do

Go beyond consultative selling and teach your sales team to connect with buyers, inspire with new ideas, and sell with insight.

Insight Selling: Advanced Consultative Selling helps your team deliver value to buyers by leading masterful sales conversations and thorough needs discoveries.

Learning modules include: 

  • Making the Impact and ROI Case
  • Keys to Qualifying the Sale
  • Communicating with Different Personalities
  • Influence and Persuasion in Sales
  • And more

Learn more about Insight Selling. east

Go beyond consultative selling and teach your sales team to connect with buyers, inspire with new ideas, and sell with insight.

Insight Selling: Advanced Consultative Selling helps your team deliver value to buyers by leading masterful sales conversations and thorough needs discoveries.

Learning modules include: 

  • Making the Impact and ROI Case
  • Keys to Qualifying the Sale
  • Communicating with Different Personalities
  • Influence and Persuasion in Sales
  • And more

Learn more about Insight Selling. east

What's the Difference Between First and Second?

Get insights into what sellers are doing to close deals and stay on top of a changing sales environment with What Sales Winners Do Differently.


What Sales Winners Do Differently