Insight Selling (eBook)

MIKE SCHULTZ is Co-President of RAIN Group and a world-renowned consultant, speaker, and expert in sales training and performance improvement. His articles and work have been featured in a variety of publications, such as Business Week, Inc. magazine, and Fast Company. He is also on the faculty in the Marketing Division at Babson College and writes at www.RainGroup.com/Blog. JOHN E. DOERR is a leading authority on the skills and strategies that make for sales success. As Co-President of RAIN Group, he has consulted with, trained, and coached thousands of sales professionals, leaders, and business executives, helping them improve sales performance and succeed with insight selling. Mike and John are bestselling authors of Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation and the groundbreaking research "What Sales Winners Do Differently." To learn more or to contact Mike or John directly, visit www.RainGroup.com.

Foreword Neil Rackham vii

Preface xi

Chapter 1 Sales Winners Sell Differently 1

Chapter 2 What Is Insight Selling? 25

Chapter 3 Insight Selling and Value 37

Chapter 4 Insight and Level 1: Connect 57

Chapter 5 Insight and Level 2: Convince 79

Chapter 6 Insight and Level 3: Collaborate 101

Chapter 7 On Trust 121

Chapter 8 Profile of the Insight Seller 137

Chapter 9 Insight Selling Mistakes 161

Chapter 10 Buyers Who Buy Insights 177

Chapter 11 Getting the Most from Sales Training 199

Epilogue 219

Appendix 221

Notes 225

About RAIN Group 231

About the Authors 233

Index 237

"The majority of experienced sellers would agree that
while a lot of existing sales wisdom is good, some things have
become outdated and must change. The hard part is deciding what to
keep, what to change and what to discard. Insight Selling
lays out a convincing case for which parts of current practice we
should keep, which parts must be tweaked, and which parts must be
changed entirely. Whether you're an experienced seller or
just starting out in sales, you stand to learn something useful
from this book."

--Professor Neil Rackham, author of SPIN
Selling

"Wow! Even your most experienced strategic sellers will
sharpen their game with these insights. RAIN Group's research and
application to real life situations will educate your team on how
to inspire buyers with possibilities and demonstrate the value add
for your offerings like never before."

--Sandy Miller, Partner, Strategic Accounts, Aon
Hewitt

"While "solutions selling" isn't dead,
it is now just the price of admission. In this book, Mike and
John provide the fundamentals and techniques around advanced
"insight selling" and how you need to become the change
agent for the customer to be a true sales winner! After all, in
sales the second-place finisher is just the first
loser."

--Jim Madson, Vice President, Sales, Tyco
SimplexGrinnell

"Professional salespeople a decade ago wouldn't even
recognize the landscape, challenges, and skill sets required today.
This content is essential for contemporary
sellers."

--Peter Ostrow, VP and Research Group Director, Customer
Management, Aberdeen Group

"The recipe for growth today is dramatically different
than just a few years ago, yet many sellers have failed to adapt.
For those aspiring to elevate their game, you've picked up
the right playbook."

--Richard Tober, Senior Vice President, Capgemini

"Few sales books are destined to become classics that will
make a real difference in the world of selling. This one will join
that rare club that will stand the test of time."

--Gord Smith, Partner, Hitachi Solutions

"Schultz and Doerr are truly among the elite sales thought
leaders. Insight Selling outlines exactly what you
need to do to set yourself apart and find yourself in the
winner's circle. It's a must read for even the most
experienced sellers."

--Jill Konrath, bestselling author of Agile Selling
& SNAP Selling