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.
Today’s sales winners go beyond uncovering buyer needs and matching their products and services as solutions to buyer problems. They provide valuable ideas and insights during the sales process. They redefine buyer needs. The sellers themselves become the value. And this is exactly what today’s buyers are looking for.
According to buyers, sales winners sell radically differently than second-place finishers. How sellers sell has a huge impact on buyers’ decision to buy, and to choose one provider over another. We study buyers, how they make decisions, and what tips the scales in the favor of one seller over another.
Today’s sales winners don’t just sell the value of their products and services, they become the value by offering new ideas and insights during the sales process. We’ll help you transform your team to lead with an insights-based approach, sharing their valuable expertise and winning more sales. Learn more.
What Sales Winners Do Differently research is available to CSR Research Panelists and RAIN Group corporate clients. Panelists and clients get:
of buyers agree that sales winners crafted compelling solutions.
Sales winners educate buyers with new ideas and perspectives 3X more often than second-place finishers.
of buyers agree that sales winners connected with them personally, compared to only 45% of second-place finishers.
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.