Insight Selling: Surprising Research on What Sales Winners Do Differently Hardcover - 2014 - 1st Edition
by Mike Schultz; John E. Doerr; Foreword by Neil Rackham
From the rear cover
Praise for Insight Selling
"Wow! Even your most experienced strategic sellers will sharpen their game with these insights. RAIN Group's research and application to real-life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value add for your offerings like never before."
--Sandy Miller, Partner, Strategic Accounts, Aon Hewitt
"While solutions selling isn't dead, it is now just the price of admission. In this book, Mike and John provide the fundamentals and techniques around advanced 'insight selling' and how you need to become the change agent for the customer to be a true sales winner! After all, in sales the second-place finisher is just the first loser."
--Jim Madson, Vice President of Sales, Tyco SimplexGrinnell
"Professional salespeople a decade ago wouldn't even recognize the landscape, challenges, and skill sets required today. This content is essential for contemporary sellers."
--Peter Ostrow, Vice President and Research Group Director, Customer Management, Aberdeen Group
"The recipe for growth today is dramatically different than just a few years ago, yet many sellers have failed to adapt. For those aspiring to elevate their game, you've picked up the right playbook."
--Richard Tober, Senior Vice President, Capgemini
"Few sales books are destined to become classics that will make a real difference in the world of selling. This one will join that rare club that will stand the test of time."
--Gord Smith, Partner, Hitachi Solutions
Details
- Title Insight Selling: Surprising Research on What Sales Winners Do Differently
- Author Mike Schultz; John E. Doerr; Foreword by Neil Rackham
- Binding Hardcover
- Edition number 1st
- Edition 1
- Pages 256
- Volumes 1
- Language ENG
- Publisher Wiley
- Date 2014-05
- Illustrated Yes
- Features Bibliography, Dust Cover, Illustrated, Index, Price on Product - Canadian, Table of Contents
- ISBN 9781118875353 / 1118875354
- Weight 0.96 lbs (0.44 kg)
- Dimensions 9.24 x 6.33 x 0.93 in (23.47 x 16.08 x 2.36 cm)
- Library of Congress Catalog Number 2014010380
- Dewey Decimal Code 658.85
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Insight Selling: Surprising Research on What Sales Winners Do Differently
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