Your SlideShare is downloading. ×
0
1
WHAT SALES WINNERS
DO DIFFERENTLY
#InsightSelling
#InsightSelling
Meet Your Experts:
Mike Schultz
@Mike_Schultz
Mike Pici
@MichaelPici
Host:
@AmandaSibley
#InsightSelling
Today we’ll discuss:
1. The 10 Attributes of Sales Winners
2. What is Insight Selling?
3. The 3 Levels of ...
#InsightSelling
Sales Winners
1. Sell radically differently
2. Go beyond solution selling
3. Look like each other across i...
#InsightSelling
So what are these
sales winners doing
differently?
#InsightSelling
Top 10 Attributes Separating
Winners from Second-Place
Finishers
1
#InsightSelling 7#InsightSelling
Top 10 Attributes Separating Winners from
Second-Place Finishers
1 Educated me with new i...
#InsightSelling
Sales winners
harness the power
of ideas
#InsightSelling
What is Insight
Selling?2
#InsightSelling
Insight selling is the process of creating and
winning sales opportunities – and driving
change – with ide...
#InsightSelling
Opportunity Insight
Interaction Insight
Inspires buyer, fills
pipeline
Strengthens buyer
decision making
E...
#InsightSelling
The 3 Levels of
Insight Selling3
#InsightSelling
Convince CollaborateConnect
#InsightSelling
SELLERS
Connect the dots and connect
with people
Connect
CUSTOMERS
#InsightSelling
Maximum
Return
“Resonate”
Best
Option
“Differentiate”
Acceptable
Risk
“Substantiate”
• Premium Fees
• Sale...
#InsightSelling
Collaborate
Collaborate to educate the
buyer and influence agendas.
“Does this sound like the right soluti...
#InsightSelling
 Price of entry
 Necessary, not sufficient
Connect
DOTS
PEOPLE
 Drive demand
 Become essential
 Maxim...
#InsightSelling
Now Available:
Insight Selling: Surprising
Research on What Sales
Winners Do Differently
#InsightSelling
Get the email insights you need
with Signals. GO TO GETSIGNALS.COM
#InsightSelling
Thank
You.
#InsightSelling
Q&A
@Mike_Schultz
@MichaelPici
@AmandaSibley
Upcoming SlideShare
Loading in...5
×

What Sales Winner do Differently - HubSpot & RAIN Group Webinar

8,847

Published on

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?

Published in: Sales, Business, Education
1 Comment
47 Likes
Statistics
Notes
  • We have direct providers of Fresh Cut BG, SBLC and MTN which are specifically for lease. Our bank instrument can be engaged in PPP Trading, Discounting, Signature Project(s) such as Aviation, Agriculture, Petroleum, Telecommunication, Construction of Dams, Bridges, Real Estate and all kind of projects. We do not have any broker chain in our offer neither do we get involved in chauffer driven offers. We deliver with time and precision as set forth in our agreement. Our terms and Conditions are reasonable, below is our instrument description.

    DESCRIPTION OF INSTRUMENTS:
    1. Instrument: Bank Guarantee (BG/SBLC)
    2. Total Face Value: Min of 1M Euro/USD (Ten Million Euro/USD) to Max of 5B Euro/USD (Five Billion Euro/USD).
    3. Issuing Bank: HSBC, London or Deutsche Bank Frankfurt or any Top 25 WEB
    4. Age: One Year, One Day
    5. Leasing Price: 5.0% of Face Value plus (0.5+X)% commission fees to brokers.
    6. Delivery: SWIFT TO SWIFT.
    7. Payment: MT-103.
    8. Hard Copy: Bonded Courier within 7 banking days.

    All relevant business information will be provided upon request.
    If Interested kindly contact me via Email:~

    Email:andreydro.finance@gmail.com
    Skype ID: andreydro.finance

    Regards
    Andrey Dorofeev
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
No Downloads
Views
Total Views
8,847
On Slideshare
0
From Embeds
0
Number of Embeds
17
Actions
Shares
0
Downloads
179
Comments
1
Likes
47
Embeds 0
No embeds

No notes for slide

Transcript of "What Sales Winner do Differently - HubSpot & RAIN Group Webinar"

  1. 1. 1 WHAT SALES WINNERS DO DIFFERENTLY #InsightSelling
  2. 2. #InsightSelling Meet Your Experts: Mike Schultz @Mike_Schultz Mike Pici @MichaelPici Host: @AmandaSibley
  3. 3. #InsightSelling Today we’ll discuss: 1. The 10 Attributes of Sales Winners 2. What is Insight Selling? 3. The 3 Levels of Insight Selling
  4. 4. #InsightSelling Sales Winners 1. Sell radically differently 2. Go beyond solution selling 3. Look like each other across industries
  5. 5. #InsightSelling So what are these sales winners doing differently?
  6. 6. #InsightSelling Top 10 Attributes Separating Winners from Second-Place Finishers 1
  7. 7. #InsightSelling 7#InsightSelling 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
  8. 8. #InsightSelling Sales winners harness the power of ideas
  9. 9. #InsightSelling What is Insight Selling?2
  10. 10. #InsightSelling Insight selling is the process of creating and winning sales opportunities – and driving change – with ideas that matter.
  11. 11. #InsightSelling 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
  12. 12. #InsightSelling The 3 Levels of Insight Selling3
  13. 13. #InsightSelling Convince CollaborateConnect
  14. 14. #InsightSelling SELLERS Connect the dots and connect with people Connect CUSTOMERS
  15. 15. #InsightSelling 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…
  16. 16. #InsightSelling 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?”
  17. 17. #InsightSelling  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
  18. 18. #InsightSelling Now Available: Insight Selling: Surprising Research on What Sales Winners Do Differently
  19. 19. #InsightSelling Get the email insights you need with Signals. GO TO GETSIGNALS.COM
  20. 20. #InsightSelling Thank You.
  21. 21. #InsightSelling Q&A @Mike_Schultz @MichaelPici @AmandaSibley
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×