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Insight Selling


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Table of Contents

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

About the Author

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.


?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majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change.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

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