What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller the insight seller is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "e;Connect."e; Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "e;Convince."e; Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "e;Collaborate."e; Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place?Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3.1 billion in annual purchasing power.When they compared the winners to the second-place finishers, theyfound surprising results.Not only do sales winners sell differently, they sellradically differently, than the second-place finishers.In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller--the insight seller--is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization.In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers. They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners:Level 1 "Connect." Winners connect the dots betweencustomer needs and company solutions, while also connecting withbuyers as people.Level 2 "Convince." Winners convince buyers that they canachieve maximum return, that the risks are acceptable, and that theseller is the best choice among all options.Level 3 "Collaborate." Winners collaborate with buyers bybringing new ideas to the table, delivering new ideas and insightsand working with buyers as a team.They also found that much of the popular and current advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If you want to find yourself and your team in thewinner's circle more often, this book is a must-read.

Foreword Neil Rackham viiPreface xiChapter 1 Sales Winners Sell Differently 1Chapter 2 What Is Insight Selling? 25Chapter 3 Insight Selling and Value 37Chapter 4 Insight and Level 1: Connect 57Chapter 5 Insight and Level 2: Convince 79Chapter 6 Insight and Level 3: Collaborate 101Chapter 7 On Trust 121Chapter 8 Profile of the Insight Seller 137Chapter 9 Insight Selling Mistakes 161Chapter 10 Buyers Who Buy Insights 177Chapter 11 Getting the Most from Sales Training 199Epilogue 219Appendix 221Notes 225About RAIN Group 231About the Authors 233Index 237