Insight Selling: What B2B Sales Winners Do Differently

Radiocasts | April 28, 2015 by Bonnie D. Graham

The buzz: Winner!

Sales is evolving, with buyers more sophisticated and better informed, and the buying environment dramatically different than ever before. How do today’s top sales winners separate themselves from the pack?

By studying more than 700 major business-to-business purchases from buyers representing $3.1 billion in annual purchasing power, RAIN Group discovered that solution-, consultative-, and relationship-selling approaches are no longer sufficient to win the sale.

And even savvy buyers still need people to share ideas and help them think through their options.

Is your sales team up to speed?  

The experts speak.

Mike Schultz, RAIN Group: “The road to success is always under repair.” (Anonymous)

Gord Smith, Hitachi Solutions: “Success is stumbling from failure to failure with no loss of enthusiasm.” (Winston Churchill)

Mark Roberge, Hubspot: “In God we trust, all others bring data.” (William Edwards Deming)

Join us for Insight Selling: What B2B Sales Winners Do Differently.

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