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1
WHAT SALES WINNERS
DO DIFFERENTLY
#InsightSelling
#InsightSelling
Meet Your Experts:
Mike Schultz
@Mike_Schultz
Mike Pici
@MichaelPici
Host:
@AmandaSibley
#InsightSelling
Today we’ll discuss:
1. The 10 Attributes of Sales Winners
2. What is Insight Selling?
3. The 3 Levels of ...
#InsightSelling
Sales Winners
1. Sell radically differently
2. Go beyond solution selling
3. Look like each other across i...
#InsightSelling
So what are these
sales winners doing
differently?
#InsightSelling
Top 10 Attributes Separating
Winners from Second-Place
Finishers
1
#InsightSelling 7#InsightSelling
Top 10 Attributes Separating Winners from
Second-Place Finishers
1 Educated me with new i...
#InsightSelling
Sales winners
harness the power
of ideas
#InsightSelling
What is Insight
Selling?2
#InsightSelling
Insight selling is the process of creating and
winning sales opportunities – and driving
change – with ide...
#InsightSelling
Opportunity Insight
Interaction Insight
Inspires buyer, fills
pipeline
Strengthens buyer
decision making
E...
#InsightSelling
The 3 Levels of
Insight Selling3
#InsightSelling
Convince CollaborateConnect
#InsightSelling
SELLERS
Connect the dots and connect
with people
Connect
CUSTOMERS
#InsightSelling
Maximum
Return
“Resonate”
Best
Option
“Differentiate”
Acceptable
Risk
“Substantiate”
• Premium Fees
• Sale...
#InsightSelling
Collaborate
Collaborate to educate the
buyer and influence agendas.
“Does this sound like the right soluti...
#InsightSelling
 Price of entry
 Necessary, not sufficient
Connect
DOTS
PEOPLE
 Drive demand
 Become essential
 Maxim...
#InsightSelling
Now Available:
Insight Selling: Surprising
Research on What Sales
Winners Do Differently
#InsightSelling
Get the email insights you need
with Signals. GO TO GETSIGNALS.COM
#InsightSelling
Thank
You.
#InsightSelling
Q&A
@Mike_Schultz
@MichaelPici
@AmandaSibley
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#InsightSelling
Top 10 Attributes Separating
Winners from Second-Place
Finishers
1

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#InsightSelling Top 10 Attributes Separating Winners from Second-Place Finishers 1

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