It's no secret that selling can be hard. Since today's buyer is more savvy than ever before, sales teams are having a hard time connecting with prospects and closing deals. Yet, some sellers are continually able to find success and bring in new business. So what are sales winners doing differently?

1. 1
WHAT SALES WINNERS
DO DIFFERENTLY
#InsightSelling

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Meet Your Experts:
Mike Schultz
@Mike_Schultz
Mike Pici
@MichaelPici
Host:
@AmandaSibley

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Today we’ll discuss:
1. The 10 Attributes of Sales Winners
2. What is Insight Selling?
3. The 3 Levels of Insight Selling

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Sales Winners
1. Sell radically differently
2. Go beyond solution selling
3. Look like each other across industries

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So what are these
sales winners doing
differently?

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Top 10 Attributes Separating
Winners from Second-Place
Finishers
1

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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

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Sales winners
harness the power
of ideas

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What is Insight
Selling?2

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Insight selling is the process of creating and
winning sales opportunities – and driving
change – with ideas that matter.

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Opportunity Insight
Interaction Insight
Inspires buyer, fills
pipeline
Strengthens buyer
decision making
Educate
Collaborate
Focus on Value
Becomes
a change agent
Persuade…results
Sales Winners Insight Principle Seller
Strategies of Sales Winners

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The 3 Levels of
Insight Selling3

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Convince CollaborateConnect

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SELLERS
Connect the dots and connect
with people
Connect
CUSTOMERS

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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…

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Collaborate
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?”

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 Price of entry
 Necessary, not sufficient
Connect
DOTS
PEOPLE
 Drive demand
 Become essential
 Maximize buyer ownership of sale
Collaborate
WHAT
HOW
MIN RISK
 Minimize “Lost to no decision”
 Maximize competitive wins
Convince
BEST
CHOICE
MAX RETURN
Level 1
Level 2
Level 3

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Now Available:
Insight Selling: Surprising
Research on What Sales
Winners Do Differently

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Get the email insights you need
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Thank
You.

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Q&A
@Mike_Schultz
@MichaelPici
@AmandaSibley