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Insight Selling : Surprising Research on What Sales Winners Do Differently by Mike Schultz, John E. Doerr is a business book available to read on EtoBox.

What is Insight Selling : Surprising Research on What Sales Winners Do Differently about?

**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. __Not only do sales winners sell differently, they sell__ radically differently, __than the second-place finishers.__ In recent years, buyers have increasingly seen products and services as __replaceable__. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In __Insight Selling,__ Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers sa

Who reads Insight Selling : Surprising Research on What Sales Winners Do Differently?

Author

Mike Schultz, John E. Doerr

Publisher

John Wiley & Sons, Incorporated

Published

2014

Language

EN

ISBN

9781118875018

Category

business

Subjects

Management, Business, Marketing

Rating

3.84 / 5 (71 ratings)

Updated

2026-03-14