Summary of Mike Schultz & John E. Doerr's Insight Selling

Please note: This is a companion version & not the original book. Book Preview:

#1 The world of sales has changed significantly in the past few decades. Buyers have more information about you, your company, and the market than ever before. Solution sales concepts aren’t working as they once did, and many companies are calling us to ask how they can sell again.

#2 The winners of actual sales opportunities sell radically differently than the second-place finishers. In many ways, what winners do differently is both surprising and fascinating. Several key factors that set apart the winners are rarely discussed in the world of selling.

#3 The primary research for Insight Selling was conducted from the buyers’ perspective. We wanted to find out what the winners of actual sales opportunities were doing differently than the sellers who came in second place.

#4 The 3 levels of RAIN Selling are the basics, the basics applied, and the basics applied in combination. When applied in combination, there is a compounding effect as the various areas build on and reinforce each other.

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