The document discusses the characteristics and strategies that differentiate successful sales winners from their competitors, highlighting ten key attributes associated with top performers. It introduces the concept of insight selling, which focuses on creating meaningful sales opportunities through collaboration and educating buyers, and outlines three levels of insight selling. The content emphasizes the importance of connecting with customers, understanding their needs, and providing superior value.

1. 1
WHAT SALES WINNERS
DO DIFFERENTLY
#InsightSelling

2. #InsightSelling
Meet Your Experts:
Mike Schultz
@Mike_Schultz
Mike Pici
@MichaelPici
Host:
@AmandaSibley

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

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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

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. #InsightSelling
Sales winners
harness the power
of ideas

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What is Insight
Selling?2

10. #InsightSelling
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

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. #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. #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

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

19. #InsightSelling
Get the email insights you need
with Signals. GO TO GETSIGNALS.COM

20. #InsightSelling
Thank
You.

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Q&A
@Mike_Schultz
@MichaelPici
@AmandaSibley