A Rain Group study of more than 700 B2B purchases, showed what winning salespeople do most differently than second-place finishers. At the top as criteria number one is that winning salespeople inspire and educate buyers with new ideas and perspectives. This is actually what it take to capture the attention of today’s crazy-busy, well-educated prospects? They certainly don’t want to take time learning about your products/services. Insight Selling is the process of using data-based insights to challenge and move prospects and customers forward by speaking directly to their needs—something which traditional sales models do not.
What can it be used for?
Create an Insights Selling Assessment on your sales team and obtain qualified inputs and data on you sales organization and individuals’ weaknesses, identify GAPs, disconnects (no consensus) and development areas. Involvement and data on the organisation are essential to have in place to ensure the best possible starting point for working with insights selling.
If your efforts are not measured along the way, you do not know whether you are on the right track or not, and you cannot take proper corrective actions during the process. The first Assessment is your baseline, your starting point. From there, you continuously measure with assessments to be able to document where you are progressing, standing still or declining. In that process, you receive continuous feedback and suggestions for improvement during the measurements.
Practicalities
| Insights Selling Assessment | |
|---|---|
6 categories, 23 specific measurement points  Language: DK  Receive comments on low scores  Receive GAP comments  The expected implementation time is 20 minutes. |  |
The six focus areas in Insights Selling:
- Strategi
- Insights
- Konsensus
- Sales Enablement
- Adoption
- Future Improvement: Open Questions:
- Any thoughts on what you think WORKS WELL today?
- Any thoughts on what you think is NOT WORKING or MISSING?
Do you or your projects or team have blind spots that need to be addressed, in order to achieve the level of success you want?
