Insight Selling

Insight Selling

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Schultz, Mike | Doerr, John E. John Wiley & Sons, Inc., 2014 Audio summary available
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IN THIS SUMMARY

In Insight Selling, Mike Schultz and John E. Doerr, co-presidents of RAIN Group, offer a new paradigm for successful selling. Since the 1970s, the prevailing sales methods have emphasized solution or consultative processes. However, with increasing product commoditization and greatly intensified competition, such approaches work less effectively. In late 2012 and early 2013, Schultz and Doerr decided to look at sales success from the perspective of the buyer. Focusing on what sales winners were doing differently from second-place finishers, they analyzed data from about 700 B2B purchases and conducted conversations with more than 150 corporate buyers. Schultz and Doerr codified their findings in a new model, the three levels of RAIN Selling. Central to all three levels is the concept of insight selling: creating and winning sales opportunities and driving change with ideas that matter.