Insight Based Selling

Who Is Your Real Competition

Building upon last week’s blog, if we are selling CHANGE, then who is your REAL COMPETITION? Although we all have worthy and formidable competitors, in this new world, our primary competitor is our CUSTOMER or PROSPECT. If you have 100 deals in your sales funnel, more than half of them…

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The Fuss About Insight Based Selling

There is a lot of debate and discussion in the blogosphere about the concept of Insight Based Selling being fueled by the Corporate Executive Board (CEB) and some of their researchers and thought leaders that wrote the book The Challenger Sale. Is this new? Is this unique? Is this just…

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