by Suman Gupta
Mumbai: Insight Selling by Mike Schultz and John Doerr has been listed among the favorite 50 of the best books on sales for 2019. Mike Schultz and John Doerr are best-selling authors and world-renowned sales experts. They are also the Co-Presidents of the RAIN Group, a global sales training company that helps clients unleash the optimum potential of their sales teams through performance-oriented solutions. The list has been compiled by Top Sales World (TSW), a unique online initiative dedicated exclusively to the profession of sales.
“The book categorizes insight sellers as those who interact with buyers and prove themselves to be valuable resources and not merely sellers of products and services. It also emphasizes on the fact that sales winners shape ideas and inspire changes that transform their businesses. Educating buyers and collaborating with them for enhanced sales opportunities are the key attributes of sales winners”
“Especially when the industry is reeling under pressure, Insight Selling equips your sales team with the process of creating and winning sales opportunities and drive changes with the ideas that matter.” Said Vivek Kumar, Practice Director, India, Rain Group.
Insight Selling provides a case study analysis of more than 700 business-to-business purchases made by buyers representing an aggregate USD 1.3 billion in annual purchasing power. It delves into the behavioural aspects of major sales winners and analyses what sets them apart from second-place finishers. The research of Mike Schultz and John Doerr provides surprising results into what is needed to transform oneself and one’s team into insight sellers.