Podcasts about insight selling

This is the interview all you entrepreneurs and sales professionals have been waiting for! Are you wondering how to master the art of sales in the age of AI and influence educated modern buyers like a pro? I sat down with the sales genius himself, Brent Adamson, coauthor of “The Challenger Sale” and “The Challenger Customer,” and a frequent contributor to the Harvard Business Review. Get ready to gain valuable insights from his extensive sales knowledge, expertise, tips, and tricks. Brent is a thought leader who has reshaped the sales landscape. His work initiated the Insight Selling movement and has sold over 1,000,000 copies worldwide. In this episode, you'll learn about: -Turning prospects into loyal customers

Solution Engineers have a lot on their plate, and I have the pleasure of adding one more thing to that plate...marketing   show notes: https://wethesalesengineers.com/show312

There are so many different selling techniques. I've personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I've also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople.   But Solution Selling was introduced a long time ago. Some say in the 70s, but I don't have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling.  My guest, Sherri Mazza, is writing a book on. Most books are geared towards Sales, but Sherri is focusing on Solutions Engineers. Will will dig into her history, and present and the book itself.  show notes: https://wethesalesengineers.com/show311

- Qu'est ce que la méthode de vente challenger ? - Quels sont les pépites du livre The challenger Sale ? - Quelles sont les différences avec les autres techniques de vente ? - Comment faire de l'insight selling ?   Dans cette vidéo nous allons voir comment prendre le contrôle de la vente avec la méthode de vente The Challenger Sale : La première étape consiste à faire un pitch commercial pour réchauffer le prospect et le qualifier. Deuxième étape, c'est le reframe : il s'agit de reformuler la proposition de valeur au yeux du client. Troisième étape : rationaliser l'achat au travers une équation économique viable Quatrième étape : accentuer l'impact émotionnel de la prise de décision Cinquième étape : formaliser la proposition de valeur comme étant la seule alternative possible Sixième étape : expliquer comment se met en place la solution (facilité, simplicité...) En seulement 6 étapes fluides et efficaces l'achat devient naturel et logique pour le client. L'insight selling se présente donc comme une technique de vente souple sans forcing commercial. C'est ce qui fait le succès du livre The challenger sale et de son approche commerciale...   À vous de jouer...    Autres formats disponibles :

The links from today's episode:Insight Selling by Mike Schultz: https://store.apmg-international.com/study-materials/insight-sellingFierce Conversations by Susan Scott: https://fierceinc.com/susan-scott-releases-fierce-conversations/The Company Doctor Podcast: https://www.thecompanydoctor.com/episodes/ep-020-the-anti-new-years-resolutions-policy-jlj5n-ymnfdIf you are interested in learning more about Rainmaker: https://apmg-international.com/product/ps-professional

Dr. Stephen Timme is the President and Founder of Finlistics, a B2B sales leadership company that promotes insight-led selling. FinListics teaches B2B sales professionals how to elevate their sales to the C-suite. FinListics currently operates in more than 32 countries worldwide and continues to expand its global footprint annually. With a beginning in academia, Dr. Timme was a finance professor at Georgia State University when Fortune 500 companies would often approach him for consulting projects. Eventually, he was asked by UPS to work with them for a year, which led to another and additional consulting roles. After several years of teaching and consulting, Dr. Timme left academics to begin FinListics to help sellers help buyers by: 1) telling them something they don't know, 2) showing the business and financial benefits of their solutions, and 3) make their life easier Dr. Timme's financial background and experiences with buying executives help him provide sellers with answers to these requests. In this episode, he shares from experience how we can use insight selling to increase pipeline with powerful financial analytics. Insights he shares include: Why sellers don't believe they have anything new to share with potential/future buyersWhat is insight sellingHow to use financial analytics to drive growth via insight sellingWhy sellers should develop an executive mindsetWhy get a handle on executive compensationHow to get to know a customers industry in order to offer insightsHow to connect the dots for buyers with financial insightsWhat is the power of one and why use itHow do you go from value proposition to making a business caseand much much more...

Sharing our expertise with the next generation is extremely important. Paul Anderson has been training and supporting people in our industry for many years and finds it extremely fulfilling. Listen as he shares his thoughts on insight selling and how we can bring new talent to our industry. Paul started in the industry at HumanScale and moved to HighMark. It was at HighMark that he really found his passion for people development and company progression. He ended up at Applied Excellence and from there, SalesPro University was born.  When it comes down to it, our sales people need to become industry experts. They need to understand how their product fits into the overall scheme of function and design and to do this, they need to be trained. Listen in to hear all of Paul's amazing insights regarding sales, marketing, training, and people development. You won't want to miss out on this conversation.  In this episode:[02:09] Welcome to the show, Paul![02:20] He shares who he is and what he does.[04:48] Listen as Paul talks about how he got into the furniture industry.[09:22] He believes that you have to blend both marketing and sales.[12:15] Paul talks about how important it is to reinforce your values, principles, and differentiation.[14:06] A recent study shows that 65% of millennials believe learning is the key to success in their career.[17:56] If you look at the trends of companies that are doing well, they make educating their employees a priority.[20:54] Solution selling VS Insight Selling.[25:37] Paul talks about why he got into training and educating people.[30:02] He shares three big topics that he educates people on.[32:39] Learn more about the courses he teaches. Links & Resources:INDEAL University Reset: A Leader's Guide to Work in an Age of Upheaval by Johnny C. TaylorStephen Covey's Time Management Matrix Connect with Paul:Applied ExcellenceThe Sales Pro UniversityEmail | LinkedIn Connect with Sid:www.sidmeadows.comEmbark CCT on FacebookSid on LinkedInSid on InstagramSid on YouTubeSid on Clubhouse - @sidmeadowsThe Trend Report is proudly sponsored by INDEAL U. Partners in progress in the commercial interiors industry. To learn more about INDEAL U, please visit their website at https://www.indeal.org/The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

In enterprise sales, you can't save the quarter with last-minute prospecting. It just doesn't work. To be successful, you need to have a relationship with the customer. You need to understand them and put them at the center of your strategy. And that takes planning and alignment across your organization. In this episode, Michelle Sidwell, SVP, Enterprise at SalesLoft, shares how she ensures that her team is aligned and invested in customer relationships. We discuss: Why you can't save the quarter with last-minute prospecting Why alignment is the key to success How deals aren't won or lost alone The 3 C's of sales   Resources mentioned during the podcast: Insight Selling by Mike Schultz and John E. Doerr   Have an idea for a guest or show topic? Email me at dan@scaleMatters.com. Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts. Listening on a desktop & can't see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell.That's verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.In this episode, we also discuss:44% of Millenials don't want to interact with sellers at allSocial selling and customer-centricityWhy ambiverts make great sales professionalsWhat's most desirable in automation toolsHow the remote environment promotes diversity and inclusionMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website.

When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell. That's verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers. In this episode, we also discuss: 44% of Millenials don't want to interact with sellers at all Social selling and customer-centricity Why ambiverts make great sales professionals What's most desirable in automation tools How the remote environment promotes diversity and inclusion Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts, Spotify, or our website.

NOTE: This is a special episode from our sister podcast, Revenue Innovators. For more, you can subscribe to the show here or wherever you listen to podcasts.---When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell.That's verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.In this episode, we also discussed:44% of Millenials don't want to interact with sellers at allSocial selling and customer-centricityWhy ambiverts make great sales professionalsWhat's most desirable in automation toolsHow the remote environment promotes diversity and inclusion

NOTE: This is a special episode from our sister podcast, Revenue Innovators. For more, you can subscribe to the show here or wherever you listen to podcasts. --- When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell. That's verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers. In this episode, we also discussed: 44% of Millenials don't want to interact with sellers at all Social selling and customer-centricity Why ambiverts make great sales professionals What's most desirable in automation tools How the remote environment promotes diversity and inclusion

During this episode of the Lab Coat Agents Podcast, Jeff Pfitzer talks to Michael Reddington - President at InQuasive. He has a background in forensics interrogation. Michael works with people to help them become better listeners, interviewers, and more persuasive.  Episode Highlights:  Michael shares how his life has been a series of accidental job acceptances. He discusses his past success in interviews and interrogation and what motivated him to continue in the field.   He really wanted to understand what it takes to sit down with a complete stranger with completely opposing interests, goals, fears, and motivation and persuade them to share most of the truth in a very stressful situation.  Decades of experience with the world's leading Non-confrontational Interview and Interrogations Training organization made Michael realize that the very best leaders and interrogators capitalize on the same two core skills – Vision and Influence.  Currently, Michael spends most of his time working with executive and business professionals teaching them “How to apply strategic, ethical, observation and persuasion techniques with discipline listening methods.” Jeff is fascinated and is curious to know about some fun experiences encountered by Michael. Several years ago, Michael received a phone call from a Fortune 500 national company where the President of Consumer Marketing was retiring.  The Fortune 500 company wanted Michael to interrogate their Director based on a fraud rumor. If the rumor turned out to be true, then the company would fire the Director otherwise, give him the VP post.  Using good techniques, taking a report-based approach, Michael interrogated the Director. Ultimately, Michael compelled the Director to confess the frauds.  Michael points out the importance of thinking during any conversation or engagement “How will this one conversation take me closer to my goals?” People have far more motivation to project their own interest than work with us unless there is already a strong relationship, says Michael. People in any type of position or authority or expertise can get really tempted to chase the conversation down, says Michael. Michael shares details about the research that came out in mid-2000 on the topic of “Judging somebody's trustworthiness, just by looking at somebody's face.”  Jeff and Michael talk about the psychological tweaks one can make during important conversations. In a home-buying scenario, agents can encounter couples with two different mindsets, depending on where they are and how they feel. Michael talks about opting for a value-based approach for communicating with people.  Michael shares few tips about “How to start a great conversation?” “Our brains are wired to listen for information that confirms what we already believe,'' says Michael. Jeff goes deep into a specific scenario and asks Michael about those agents who want to improve their game. “Focus on the process, and the result takes care of itself”, says Michael. 3 Key Points: Michael talks about his journey, the ups and downs, and how he finally got the Certified Forensic Interviewer (CFI) designation. The certification helped him get recruited by the world's leading Non-Confrontational Interview and Interrogations Training organization.  How can you  create the best possible reputation by building positive client relations?  Michael talks about the 7 automated ways of persuasion.  Resources Mentioned:  Lab Coat Agents  | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Michael Reddington   | LinkedIn | Website  Books:  Influence, New and Expanded, The Psychology of Persuasion | Pre-suasion: Channeling Attention for Change  | Insight Selling 

  Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.   In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.    Here are some of the topics covered in this episode: Tips on consultative selling and helping buyers make better decisions How to address your prospect's perception of risk Ways to build your likeability The best time to approach buyers About the Guest: Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe's, and hundreds of others to unleash sales performance.   Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders Check out Mike's Bestseller “Virtual Selling” on Amazon - https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ  Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/  or email him at mschultz@raingroup.com   Listen to more episodes of the Outside Sales Talk here and watch the video here!    Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/   If you love the Outside Sales Talk podcast, you'll also love Badger's newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.   Are you in? Subscribe to Badger Maps' newsletters now! 

Have you ever wondered what people mean by “getting out of your own way?” What really is the most important thing to focus on first when starting your own business? Are you tired of chasing shiny objects instead of clients chasing you? Today, we dive into the five crucial lessons I learned the hard way (so that you don't have to) when I went from overwhelmed employee to successful online coach creating consistent clients and income for my dream business. I'll be giving you a behind-the-scenes peek at the experience I had growing my six-figure coaching business. We'll talk about the important mindset shifts I had to make when I took the leap from being an overwhelmed corporate employee to becoming my own boss! In this episode, we talk about… ●      [04:04] Dorothy's journey from corporate employee to full-time entrepreneur.●      [07:10] Lesson #1: Align your energy and your purpose.●      [10:58] The real reasons behind why Dorothy chose coaching.●      [14:10] Lesson #2: Be intentional. Don't chase money or settle for ‘easy.'●      [16:21] Lesson #3: Focus on what will grow your business.●      [18:50] Lesson #4: Your niche is important, but so is momentum.●      [22:25] How to make it easy for others to refer your services.●      [23:10] Lesson #5: Treat your business like a business, not like a hobby.●      [26:37] The unseen problem: Creating content without intention behind it.●      [28:25] A recap of the five lessons. Schedule a call with Dorothy to chat about your Sales Strategy here:-> https://app.acuityscheduling.com/schedule.php?owner=14005462&appointmentType=3703525     Send your episode topic suggestions or questions to hey@dorothyvilleneuve.comReach out to Dorothy on Instagram @dorothyvilleneuvecoachingYou can also catch up with her on her website at dorothyvilleneuve.com (you'll find some handy free resources there, too!)

Your weekly podcast dose of sales confidence and business transformation is right here! Subscribe now so you don't miss an episode - You'll find new helpful episodes every Wednesday. Are you an entrepreneur looking to achieve unshakeable sales confidence so that you attract dream clients to your four figure offers? Grab my SIMPLE guide to Create Clients and Sales Online here.-> https://villeneuvedorothy.clickfunnels.com/optin1604157925959 Let's connect on social! I'm most active on Instagram so let me know what you loved about this episode. -> https://www.instagram.com/dorothyvilleneuvecoaching/ Want more free resources to help you grow your business and your sales - pop over to my website to grab yours! -> https://dorothyvilleneuve.com/

Michael Harris is a top Senior Sales ERP at Epicor, an organization that provides flexible, industry-specific software that is designed to meet the precise needs of their customers. Michael has had quite the career trajectory. He went from being a sales trainer to a quota-carrying sales professional – having never sold tech before – and within two years became the top-performing manufacturing salesperson at Epicor. Michael is also the author of Insight Selling and has been published in the Harvard Business Review (HBR). Michael has worked with technology companies over the past decade to deliver insight so that their customers are better able to challenge the status quo and discover the unrecognized value of change.

In this latest sales hacks track by Ensable, Justin Chugg discusses how to use Insight Selling in email.

Bjuder du på för mycket värde så har det kanske inget värde? Med Ken Skoog. Ken Skoog från Straction & Säljpodden gästar återigen med ett späckat avsnitt. Om man bjuder på allt, hur ska vi då få igång Sverige? Vilken kunskap ska man bjuda på? Skillnaden mellan att bjuda på kunskap digitalt och analogt? Insight Selling? Inspelat på Stjärnsäljarpodden Webinar Day i april.

This week's episode is entitled "Selling with Empathy and Integrity (Right Now and Always)" and we are pleased to have as our guest, Mike Schultz, President of RAIN Group and author of multiple best-selling books. His new book coming July 2020, Virtual Selling, is available for pre-order, along with other books, Rainmaking Conversations, Insight Selling. Folks, do yourself a favor, go to the website for tons of resources, research, webinars, blog posts. These guys do a great job when it comes to content. I ask Mike "What are you seeing from organizations that have been traditionally in person sellers?"   Quite frankly, the value prop you bring isn't necessarily different just because you're not in person. Because you can't see someone at a trade show doesn't mean you can't still talk to them. Mike shares five things that are really different now when it comes to virtual selling. Managing yourself Managing meetings How you set up and build relationships How you get people to make decisions and how you get them to choose you How you actually manage a team that is completely distributed  Of course in light of current times, we also talk about whether or not this pandemic will really permanently change anything.  Listen in now and/or read the transcript on our blog starting Mon. 5/25/20 6am PST. 

Why do sales reps always want to talk about themselves? It’s because they are comfortable with that. It’s hard to learn about the customer, their problems, and their industry but that’s exactly what great salespeople do. They spend more time on the customer then they do themselves. In this episode, Chief Business Development Officer Lori Langholz talks to us about her discoveries of moving from a question-based sales to an insight based sale.

Our guest is Mike Schultz.  Mike is the Co-President at the Rain Group, a world renowned speaker, researcher and sales expert. He is also the author of two Wall Street Journal best-seller books, Rainmaking Conversations and Insight Selling.    Mike and I start the conversation discussing his latest study, the habits of the Extremely Productive that Drive Productivity, Top Performance, and Happiness. We also discuss another research study called What Sales Winners do Differently.    But before we get into the conversation I want to thank our sponsors The Marketer Quarterly and Sales@Scale.    If you’re looking to find out what some of the best marketers in the world are up to then check out The Marketer Quarterly. The Marketer Quarterly reveals the best marketing campaigns and creative each year. You can subscribe and download their 4th annual marketing awards by going to marketerquarterly.com.   Hey entrepreneurs and tech founders, are you struggling with creating a repeatable sales process, do you need help scaling your business? Sales@Scale can help. Sales@Scale is the Go-to-market B2B sale experts. You can think of S@S as an extension of your team. They play the role of your fractional CRO, advisor or sales coach. If you’re serious about scaling your business then visit salesatscale.com    Thanks for tuning in. This is Best Selling. 

How do you grow your firm beyond repeat business and referrals? Today you need smart, effective marketing and a culture of business development success to attract a steady stream of clients and grow in an increasingly competitive world. Join your colleagues and professional services marketing guru Mike Schultz, author of Professional Services Marketing—How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success for this 60-minute live podcast and learn the basics of a research-based marketing and sales approach. Mike reveals marketing strategies and tactics already used by thriving, high-growth firms. He’ll discuss–using practical steps and examples—how firm leadership can move from lackluster efforts to brilliant performance. You’ll learn: - The basics of a A/E marketing strategy - Mining data to create goals and milestones - How to take a disciplined approach to better sales - The best way to create a strong, steady flow of new clients About the Presenter: Mike Schultz is a bestselling author of Professional Services Marketing, Rainmaking Conversations and Insight Selling, Director of the RAIN Group Center for Sales Research, and President of RAIN Group, a global sales training and performance improvement company. He and RAIN Group have helped hundreds of thousands of salespeople, managers, and professionals in more than 73 countries transform their sales results and unleash their sales potential.

Best-selling author, Matt Dixon changed the selling world when he co-authored the Challenger Sale. Matt has coauthored three best-selling books, The Effortless Experience, The Challenger Sale, The Challenger Customer. Matt digs deep into insight selling in this podcast and we have a ton of fun talking about modern sales and negotiations practices. Currently, Matt serves as head of Korn Ferry's Selling practice. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcasts

Insight selling del 2 - Bengt Gejrot

Insight selling - Bengt Gejrot

This week, the Bowery Capital team hosted Bobby Long, VP of Sales at Dedrone, to discuss "Insight Selling In The Modern Market." Dedrone is the first automated drone security platform; an extension of physical and cyber security into the airspace that protects a vulnerability gap exploited by the advances in consumer and commercial drone technology. Their most notable references include the Clinton-Trump presidential debates, the Suffolk County prison in New York, the Royal Family of Qatar, Citi Field (the New York Mets' stadium), and the World Economic Forum in Davos. In today's episode, Bobby joins us in the studio to discuss insight selling in the modern market and why he takes this approach. First, he talks about the differences between solution selling and insight selling. He defines solution selling as "Sales 101" where you get a deal by finding customer pain points and fitting your solution to those pain points within your prospect's budget. Bobby sees most companies using solution selling and sees an opportunity to differentiate by using insight selling, which he says allows you to position yourself as a subject matter expert and establish credibility and legitimacy. Bobby says that if you employ insight selling the right way, you form more of a partnership with your prospect or customer, leading to a higher rate of renewals. He discusses the challenges of insight selling and why it's not for every rep, along with some of the difficulties he's faced teaching reps how to insight sell and some solutions for getting around them. Finally, Bobby says not to be afraid of making visionary statements during the sales cycle versus just talking about what your product does, and he recommends reading this Harvard Business Review article.

This week, the Bowery Capital team hosted Bobby Long, VP of Sales at Dedrone, to discuss "Insight Selling In The Modern Market." Dedrone is the first automated drone security platform; an extension of physical and cyber security into the airspace that protects a vulnerability gap exploited by the advances in consumer and commercial drone technology. Their most notable references include the Clinton-Trump presidential debates, the Suffolk County prison in New York, the Royal Family of Qatar, Citi Field (the New York Mets' stadium), and the World Economic Forum in Davos. In today's episode, Bobby joins us in the studio to discuss insight selling in the modern market and why he takes this approach. First, he talks about the differences between solution selling and insight selling. He defines solution selling as "Sales 101" where you get a deal by finding customer pain points and fitting your solution to those pain points within your prospect's budget. Bobby sees most companies using solution selling and sees an opportunity to differentiate by using insight selling, which he says allows you to position yourself as a subject matter expert and establish credibility and legitimacy. Bobby says that if you employ insight selling the right way, you form more of a partnership with your prospect or customer, leading to a higher rate of renewals. He discusses the challenges of insight selling and why it's not for every rep, along with some of the difficulties he's faced teaching reps how to insight sell and some solutions for getting around them. Finally, Bobby says not to be afraid of making visionary statements during the sales cycle versus just talking about what your product does, and he recommends reading this Harvard Business Review article.

Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people? On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We’re discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult. Episode Highlights: Jeb Blount’s inspiration for writing Sales EQ The fight or flight response in sales How to control your own fear and anxiety while on the phone with a prospect The Universal Law of Awareness in Sales Identifying the different types of intelligence and making them work for you Doing qualification the right way Walking away from a prospect that doesn’t value your time The differences between having discipline and having habits Jeb’s steps for continuing your education Resources: Books Mentioned:   Insight Selling by Mike Schultz and John E. Doerr Challenger Sale by Matthew Dixon and Brent Adamson Thinking Fast and Thinking Slow by Daniel Kahneman     Jeb Blount:  Fanatical Prospecting Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal  Visit SalesGravy for resources from top sales professionals Check out Jeb’s personal website for blog posts and other content Follow him on Instagram, Twitter, Facebook and Linkedin      

In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest. Asking questions about what companies should be doing to drive their sales organizations to be stronger, Mike reveals what they learned from the responses they received from over 450 companies across 26 different industries during this year-long study. Listen as Mike shares their findings about the relative importance of sales process maturity, investments in training and team development, goal setting, account development and many other key factors that correlate to improved sales performance. If you want to learn where you should focus your energy and your investments to transform the performance of your sales organization in 2016, then you need to listen to this episode.  

The author of Insight Selling shares how to bring a new view to your market without offending anyone. Connect with me on LinkedIn: BrianGburnse@me.com

Digital and Social Media Strategist, Leader & Keynote Speaker Michele Price brings you weekly access to the top minds around the world to help you "Master the Inner & Outer Game of Business." Breakthrough Radio is a global business radio show that delivers high impact & pioneering knowledge for leaders in business. Entrepreneurs, startups, sales/marketing/IT professionals join us every Monday with Houston's #1 Social Media Strategist, Michele Price. Dino Dogan, co-founder of Triberr shares new thinking on using you blog for your business. John Doerr, sales strategiest and c0-author of Insight Selling, Surprising Research on What Sales Winners Do Differently.  Follow us with hashtag #BBSradio for the up to the minute news. Ask your questions via twitter using #BBSradio.  

You might think that because buyers have access to so much information about services and providers that they don't want or need sellers to provide insight and ideas. And you would be mistaken. According to research included in Insight Selling, providing insight is the number one thing sales winners do that separates them from second-place finishers. Listen as John Doerr, co-author of the book, explains how providing insight and collaborating with buyers helps you sell more.