||0 of 0 people found the following review helpful.| Selling moved from telling buyers what they need and giving them good reasons why they should buy|By Ian Mann|When a context changes, so must the method for working within it. Those who are not succeeding in sales would do well to question whether they are using a method that no longer applies. Schultz and Doerr are established sales-trainers specializing in business-to-b|||“The majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change. The hard part is deciding what to keep, what to change and what to discard. Insight Selling lay
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?
Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.
... [PDF.oj66] Insight Selling: Surprising Research on What Sales Winners Do Differently Rating: 4.81 (430 Votes)
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You can specify the type of files you want, for your gadget.Insight Selling: Surprising Research on What Sales Winners Do Differently | Mike Schultz, John E. Doerr.Not only was the story interesting, engaging and relatable, it also teaches lessons.
