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WHAT SALES WINNERS DO DIFFERENTLY #InsightSellin
g
#InsightSelling
Meet Your Experts:
Mike Schultz @Mike_Schult
z
Mike Pici@MichaelPici
Host:@AmandaSible
y
#InsightSelling
Today we’ll discuss:
1. The 10 Attributes of Sales Winners
2. What is Insight Selling?
3. The 3 Levels of Insight Selling
#InsightSelling
Sales Winners
1. Sell radically differently
2. Go beyond solution selling
3. Look like each other across
industries
#InsightSelling
So what are these sales winners doing
differently?
#InsightSelling
Top 10 Attributes Separating Winners from Second-Place Finishers
1
#InsightSelling 7#InsightSelling
Top 10 Attributes Separating Winners from
Second-Place Finishers
1 Educated me with new ideas or 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
#InsightSelling
Sales winners harness the power of ideas
#InsightSelling
What is Insight Selling?2
#InsightSelling
Insight selling is the process of creating
and winning sales opportunities – and
driving
change – with ideas that matter.
#InsightSelling
Opportunity Insight
Interaction Insight
Inspires buyer, fills pipeline
Strengthens buyer decision making
Educate
Collaborate
Focus on ValueBecomes
a change agentPersuade…results
Sales Winners
Insight Principle Seller
Strategies of Sales Winners
#InsightSelling
The 3 Levels of Insight Selling3
#InsightSelling
Convince CollaborateConnect
#InsightSelling
SELLERS
Connect the dots and connect with people
Connect
CUSTOMERS
#InsightSelling
Maximum Return
“Resonate”
Best Option
“Differentiate”
Acceptable Risk
“Substantiate”
• Premium Fees
• Sales Wins• Loyalty
+
Convince people that you can provide the ...
+
Convince
Creates Foundation For…
#InsightSelling
Collaborat
e
Collaborate to educate the buyer and influence
agendas. “Does this sound like the right solution for you?”
“Are you willing to change?”
“Have you ever bought anything like this in the past?”
#InsightSelling
Price of entry Necessary, not sufficientConnect
DOTS
PEOPLE
Drive demand
Become essential
Maximize buyer ownership of sale
Collaborat
e
WHAT
HOW
MIN RISK
Minimize “Lost to no decision”
Maximize competitive winsConvince
BEST CHOICE
MAX RETURN
Level 1
Level 2
Level 3
#InsightSelling
Now Available:
Insight Selling: Surprising Research on What Sales Winners Do Differently
#InsightSelling
Get the email insights you need with Signals.GO TO GETSIGNALS.COM
#InsightSelling
Thank You.
#InsightSelling
Q&A @Mike_Schultz@MichaelPici@AmandaSibley