Note: Page references in italics refer to figures.
A
- Aberdeen Group
- Academy of Marketing Science
- adversaries, naming
- affinity
- afflictions and aspirations, focus on
- “Analytical Al” (analytical buyer persona)
- arrogance, avoiding
- aspirations, focus on
- assertiveness
- assessment
- Assumptions (PATHS to Action)
- attributes
- assessing
- defined
- qualities
- summarized
- tendencies
B
- Bain & Company
- Benchmark Report on High Performance in Strategic Account Management (RAIN Group)
- Beneficial Bank
- best-in-class companies. See sales training
- Bloomberg BusinessWeek
- Boston Children’s Hospital
- breakthrough, introducing hope with
- Bright Horizons Family Solutions
- business acumen
- business-to-business (B2B) industries
- buyers
- “Analytical Al” (analytical buyer persona)
- analyzing sales success from buyer’s perspective
- buyer persona concept
- buyer personas and buying modes
- comfort zone of (See also Connect (RAIN Selling level 1))
- “Consensus Claire” (consensus buyer persona)
- decision making by
- “Decisive Danielle” (driver buyer persona)
- desire to talk to sellers
- expectations of
- future-solving buying mode
- identifying
- importance of involvement of
- “Innovator Irene” (innovator buyer persona)
- interacting with (See Collaborate (RAIN Selling level 3))
- new world of selling and
- perception of risk by
- problem-solving buying mode
- questions buyers ask of themselves (See also Convince (RAIN Selling level 2))
- recognizing value of seller by
- “Relationship Renee” (relationship buyer persona)
- “Skeptical Steve” (skeptical buyer persona)
- Bynum, Andrew
C
- CFO Magazine
- change, initiating
- change agents
- Christie Digital Systems
- coaching
- cognitive reframing
- Collaborate (RAIN Selling level 3)
- avoiding mistakes
- facilitating collaborative group discussions
- factors in collaboration
- insight and
- inviting collaboration
- overview
- power of collaboration
- power of collaboration and reacting to demand
- psychological ownership and buying
- sales winners and
- tips for collaborating for all stages of sales process
- value of seller as perceived by buyer
- comfort zone, of buyers
- commitments, honoring
- competence, trust and
- Competing on Analytics (Davenport)
- conceptual thinking
- Connect (RAIN Selling level 1)
- avoiding mistakes
- connecting the dots
- connecting to establish credibility
- connecting with people
- insight and
- overview
- consensus
- collaboration versus
- “Consensus Claire” (consensus buyer persona)
- consultative selling, defined
- Consultative Selling (Hanan)
- Convince (RAIN Selling level 2)
- avoiding mistakes
- convincing story framework
- expectations of buyers and
- insight and
- opportunity insight and
- overview
- power of story and
- preparing to meet with buyers
- questions buyers ask of themselves
- sharing point of view convincingly
- substantiating claims and
- value of seller as perceived by buyer
- credibility, establishing. See also trust
- Cuddy, Gerry
- curiosity
- customer focus, importance of. See also buyers
D
- Davenport, Thomas H.
- decision making by buyers
- “Decisive Danielle” (driver buyer persona)
- insight and
- lack of
- demand
- buyer-driven
- seller-driven
- destination, establishing
- devil’s advocate, playing
- differentiation (differentiate)
- defined
- example
- missing components of value and
- value proposition stool and
- dissatisfaction
- dissatisfaction layering
- identifying
- dissent, playing devil’s advocate versus
- Duarte, Nancy
E
- 80/20 rule
- emotional intelligence
- emotional resonance
- Entelligence
- executives, access to
F
- Frederiksen, Lee W.
- future-solving buying mode
G
- Gallup
- goals
- defining, supporting, driving action
- establishing
- Gowin, Joshua
- gravitas
- group discussions, facilitating
H
- Haman, Mack
- Harter, Jim
- Harvard Business Review
- Hasson, Uri
- Hinge Research Institute
- hope, introducing
- Hypotheses (PATHS to Action)
I
- “I Can Make Your Brain Look Like Mine” (Harvard Business Review)
- impact model
- influence. See story framework
- Information Technology Services Marketing Association (ITSMA)
- “Innovator Irene” (innovator buyer persona)
- insight seller profile
- assessment
- attributes, defined
- attributes, qualities
- attributes, tendencies
- avoiding mistakes
- integrity and
- knowledge of sellers and
- selling skills and
- skills, knowledge, attributes of
- insight selling
- as blueprint
- defined
- example
- insight about sales success
- interaction insight and opportunity insight, compared
- as pursuit
- seller as change agent
- shifting mind-set for
- value and
- integrity
- insight seller profile and
- as insight seller quality
- trust and
- interaction insight
- defined
- opportunity insight compared to
- intimacy, trust and
- Investopedia
K
- key driver analysis
- Kline, Jack
- knowledge, of seller
M
- meetings, preparing for
- Mesmer, Franz Anton
- messages, customizing
- mind-set shift, need for
- mistakes
- avoiding, by covering three levels of RAIN Selling
- general mistakes
- money orientation
N
- needs
- aligning desired outcomes with learning needs
- asking questions about
- compelling solutions for
- demonstrating understanding of
- diagnosing versus understanding
- leading sales conversations about
- timing of needs discovery
O
- opportunity insight
- convincing buyers with
- defined
- interaction insight compared to
- loyalty and
- outcome, importance of
- “overall value,” offering
P
- Paradox of Choice, The (Schwartz)
- passion, for working and selling
- PATHS to Action
- Assumptions
- Hypotheses
- Premise
- Solutions
- Truths
- performance
- perseverance
- personas of buyers
- “Analytical Al” (analytical buyer persona)
- buying modes and
- concept of
- “Consensus Claire” (consensus buyer persona)
- “Decisive Danielle” (driver buyer persona)
- “Innovator Irene” (innovator buyer persona)
- “Relationship Renee” (relationship buyer persona)
- “Skeptical Steve” (skeptical buyer persona)
- persuasive speeches
- pitching, insight selling versus
- point of view, developing
- power, trust and
- Premise (PATHS to Action)
- presentation, collaboration versus
- proactive selling
- problem-solving buying mode
- psychological ownership
- Psychology Today
- purchase decisions
Q
- qualities, of insight sellers
- questions, asking. See needs
R
- Rackham, Neil
- RAIN Group
- Benchmark Report on High Performance in Strategic Account Management
- on buyer personas (See also personas of buyers)
- RAIN Selling customer relationship process (CRM) (See also sales training)
- RAIN Selling
- Collaborate (level 3), overview (See also Collaborate (RAIN Selling level 3))
- Connect (level 1), overview (See also Connect (RAIN Selling level 1))
- Convince (level 2), overview (See also Convince (RAIN Selling level 2))
- executive overview
- outcome as defining characteristic of
- RAIN (Rapport, Aspirations and Afflictions, Impact, New Reality), defined
- rational resonance
- relationship building
- avoiding mistakes
- becoming essential with (See also trust)
- connecting with people for business value
- customer relationship management (CRM) system
- establishing value for personal relationships
- with executives
- importance of
- leveraging relationships for meetings
- “Relationship Renee” (relationship buyer persona)
- relationship strength
- trust and
- resonance (resonate)
- defined
- emotional resonance
- example
- missing components of value and
- rational resonance
- value proposition stool and
- Resonate (Duarte)
- results, communicating
- risk
- minimizing
- perception of
- problem-solving buying mode and
- “Role of Interpersonal Liking in Building Trust in Long-Term Channel Relationships, The” (Academy of Marketing Science)
- Ryder
S
- sales training
- aligning desired outcomes with learning needs
- assertiveness and
- assessing and developing attributes
- avoiding failures of
- building fluent sales knowledge
- coaching to drive action
- defining, supporting, driving action
- as engaging
- evaluation, accountability, continuous improvement for
- RAIN buying and selling process
- reinforcement of
- strategy and
- sales winners
- analyzing
- Collaborate (RAIN Selling level 3)
- collaboration by
- Connect (RAIN Selling level 1)
- Convince (RAIN Selling level 2)
- insight about
- new world of selling and
- pitfalls avoided by
- trust and
- Schlesinger, Leonard
- Schwartz, Barry
- sellers
- as change agents
- as collaborators (See also Collaborate (RAIN Selling level 3))
- as educators
- influence and value of
- perception of risk by buyers
- See also value
- selling mistakes. See mistakes
- “Skeptical Steve” (skeptical buyer persona)
- solution sales
- change in
- connecting dots as necessary but not sufficient
- focus on afflictions and aspirations
- perception of
- shift from “problem” and “pain” in sales methods
- Solutions (PATHS to Action)
- story framework
- communicating results
- connecting to establish credibility
- establishing goals with
- identifying dissatisfaction of buyers
- initiating change with
- introducing hope with
- inviting collaboration
- learn, feel, and do
- model
- power of story and
- preparing a story-focused meeting
- substantiating claims and
- substantiation (substantiate)
- defined
- example
- missing components of value and
- substantiating claims
- value proposition stool and
T
- Talent Analytics Corporation
- tendencies
- 360° assessments
- trust
- becoming essential and
- components of
- Connect with
- difference made by
- importance of
- playing devil’s advocate versus authentic dissent
- time needed for
- Truths (PATHS to Action)
- Tworetzky, Wayne
U
- University of Toronto
- urgency, sense of
V
- value
- Benchmark Report on High Performance in Strategic Account Management (RAIN Group)
- defined
- establishing value for personal relationships
- example
- missing components of
- relationship building for business value
- resonate, differentiate, substantiate, and
- of seller and product
- of seller versus product
- value proposition, defined
- value proposition stool
- value, offering
W
- Wells, Sandy
- Wolf & Company
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