3 Lessons Learned About Customer Insight Selling

March 19, 2014

3-lessons-learned-about-customer-insight-selling-jpgIf your sales team is still relying on solution selling to move products, you’ve probably noticed some problems with making targets. While solutions selling was the go-to method for many years, it simply isn’t as effective any more. Customers are doing their own groundwork, and researching solutions long before they start sending out RFPs. They no longer feel like they need advice and guidance, just a great price on their chosen solution. This turns your sales team into little more than estimators. If you continue to rely only on solution selling, you’ll be entering into a constant bidding war with other vendors around the world. If you are striving to be a valuable asset to your clients, then you should learn these three lessons about the Insight Sales Process™.

Read more...

Previous Article
Managing an Effective Sales Team Requires Insights, Not Solutions
Managing an Effective Sales Team Requires Insights, Not Solutions

For decades, sales theory has centered on providing solutions to...

Next Article
How Important is the Customer to You?
How Important is the Customer to You?

Customer relationships are, and should be, a top concern of your sales team....