Episode 35 – Insight Selling with Mike Schultz

Insight-based selling is all the rage right now. But it isn’t easy to implement or execute well. Mike Schultz, coauthor with John Doerr, at RAIN Group have just released a new book, Insight Selling: Surprising Research on What Sales Winners Do Differently, and it’s worth picking up. I ask Mike to share some of his research around what fundamentals come before insight, effective value propositions, how to help buyers with risk, whether or not we still need relationships, and understanding the buyer’s needs. Give it a listen, and you will leave with actionable ideas.

 

Show Notes

 

Buy the Book This Week (before May 10th) and Get Special Bonuses
 
When you purchase your copy of Insight Selling this week, you’ll receive access to:
  • What It Takes to Succeed in Sales Today, an exclusive expert interview series featuring international marketing and sales experts Jill Konrath, Charlie Green, John Jantsch, Tom Searcy, Mark Roberge, and Andrew Sobel.
  • What It Takes to Become an Insight Seller, a webinar with co-author John Doerr on May 21
  • 5 free lessons from our Insight Selling and RAIN Selling Online training programs.

 

Plus, they’re donating all royalties earned during launch week to the American Heart Association in support of congenital heart defect research (read why here).
All you need to do is:
 
1.     Purchase Insight Selling from your favorite bookseller:
Amazon  |  Barnes & Noble  |  Books-A-Million  |  800-CEO-Read
2.     Fill out this form to receive your special bonuses

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Comments

comments

  • http://www.5toolgroup.com/ Jay Oza

    I will be buying this one for not just the content but also for the good cause the proceeds from the book supports. Good Luck!