Insight Selling Surprising Research on What Sales Winners Do Differently

by Schultz, Mike; Doerr, John E.; Rackham, Neil

• ISBN13: 9781118875353
• ISBN10: 1118875354
• eBook ISBN(s): 9781118875018
• Edition: 1st
• Format: Hardcover
• Copyright: 2014-05-05
• Publisher: Wiley
• More Book Details

About This Book

Insight Selling: Surprising Research on What Sales Winners Do Differently

ISBN: 9781118875353

Insight Selling is a groundbreaking book that delves into the strategies and techniques employed by top-performing sales professionals. Authored by Mike Schultz and John E. Doerr, this book offers a comprehensive and research-based approach to understanding what sets successful salespeople apart from their less successful counterparts.

Who Uses It?

Primarily, this book is used by sales professionals, managers, and executives who are looking to enhance their sales strategies and improve their performance. It is particularly valuable for those involved in high-value, complex sales where proactive need creation and elevation are crucial.

History and Editions

The first edition of Insight Selling was published in 2014 by Wiley. This edition is based on extensive research involving over 700 buyers, providing actionable insights into the behaviors and practices of top-performing salespeople. The book offers a balanced perspective, neither dismissing nor promoting outdated sales techniques, but rather focusing on what truly works in today's sophisticated sales environment.

Author and Other Works

Mike Schultz is a renowned expert in the field of sales and marketing. He has written extensively on the subject, including other books that focus on sales strategies and customer engagement. John E. Doerr, his co-author, brings a wealth of experience in sales and business development, ensuring that the insights presented in Insight Selling are both practical and effective.

Detailed Information

ISBNs and Formats

• Hardcover: ISBN-13: 9781118875353
• Used Copies: Available through various retailers like Abebooks, BiggerBooks, and eCampus.

Publication Details

• Publisher: Wiley
• Publication Date: 2014
• Number of Pages: Not specified
• Language: English

Other Editions and Formats

• Used Copies: Available through Abebooks, BiggerBooks, and eCampus.
• Abebooks: New copy available for $19.27[1].
• BiggerBooks: Used copy available for $19.24 with a 29% discount[1].
• eCampus: Used copy available for $19.44 with a 28% discount[1].

Related ISBNs

• The book is primarily associated with its hardcover edition, but there are no additional ISBNs for different formats or editions.

Key Features

• Research-Based Approach: The book is grounded in extensive research involving over 700 buyers, providing actionable insights into the behaviors and practices of top-performing salespeople.
• Actionable Strategies: It offers practical strategies that can be implemented immediately to improve sales performance.
• Balanced Perspective: The authors provide a balanced perspective, neither dismissing nor promoting outdated sales techniques, but rather focusing on what truly works in today's sophisticated sales environment.

This detailed information section provides a quick reference for all the available formats and sources for Insight Selling, making it easier to find and access the book in the preferred format.

Author Biography

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.

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