Home Page Icon
Home Page
Table of Contents for
iii
Close
iii
by Neil Rackham, John E. Doerr, Mike Schultz
Insight Selling: Surprising Research on What Sales Winners Do Differently
Foreword
Preface
Chapter 1: Sales Winners Sell Differently
The New World of Selling
Analyzing What Sales Winners Do Differently
Six-Prong Analysis Yields Fascinating Story
3 Levels of RAIN Selling
Level 1: Connect
Level 2: Convince
Level 3: Collaborate
Insight in a Sea of Information
Insight across the 3 Levels
Chapter Summary
Notes
Chapter 2: What Is Insight Selling?
The New Source of Value
Insight Selling—Overview
Chapter Summary
Notes
Chapter 3: Insight Selling and Value
Defining Value
Value Proposition Essentials
Chapter Summary
Notes
Chapter 4: Insight and Level 1: Connect
Connecting with People
Connecting the Dots
Chapter Summary
Notes
Chapter 5: Insight and Level 2: Convince
The Power of Story
Buyers Want to Be Convinced
Chapter Summary
Notes
Chapter 6: Insight and Level 3: Collaborate
Power of Collaboration
Psychological Ownership and Buying
Collaboration Is Powerful When Driving and Reacting to Demand
Tips for Collaborating across the Sales Process
Facilitating Collaborative Group Discussions
Chapter Summary
Notes
Chapter 7: On Trust
Becoming Essential
The Difference Trust Makes
Three Key Components of Trust
Trust Takes Time
Chapter Summary
Notes
Chapter 8: Profile of the Insight Seller
Skills, Knowledge, and Attributes
Attributes of Insight Sellers
Assessing for Competencies
Chapter Summary
Notes
Chapter 9: Insight Selling Mistakes
General Mistakes
What Winners Do and Don’t Do
Chapter Summary
Note
Chapter 10: Buyers Who Buy Insights
Two Buying Modes
Six Buyer Personas and Insight Selling
Chapter Summary
Note
Chapter 11: Getting the Most from Sales Training
Failure of Sales Training
Chapter Summary
Notes
Epilogue
Appendix
About RAIN Group
About the Authors
Index
End User License Agreement
Search in book...
Toggle Font Controls
Playlists
Add To
Create new playlist
Name your new playlist
Playlist description (optional)
Cancel
Create playlist
Sign In
Email address
Password
Forgot Password?
Create account
Login
or
Continue with Facebook
Continue with Google
Sign Up
Full Name
Email address
Confirm Email Address
Password
Login
Create account
or
Continue with Facebook
Continue with Google
Prev
Previous Chapter
Insight Selling
Next
Next Chapter
iv
Insight Selling
Surprising Research on What Sales Winners Do Differently
Mike Schultz
John E. Doerr
Add Highlight
No Comment
..................Content has been hidden....................
You can't read the all page of ebook, please click
here
login for view all page.
Day Mode
Cloud Mode
Night Mode
Reset
