I don’t know Linda Richardson well, but she’s been a great mentor to me. She was one of the first people to teach consultative selling, and she built an enormous training company by practicing what she taught. She literally helped build generations of salespeople. I asked Linda on to talk about what might be her most important book, Changing the Sales Conversation. If you want to understand how to use insight-selling, this is where you’ll learn it.
I ask Linda to share her ideas about what insight is, the challenge of developing insight, why the sales conversation needs to change, teaching and learning, what skills are most valuable to sales professionals now, and how to help clients deal with risk.
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