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The Inner Circle

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The Inner Circle WHAT SALES WINNERS DO DIFFERENTLY


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Meet Your Experts: Mike Schultz @Mike_Schultz Mike Pici @MichaelPici Host: @AmandaSibley


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Today we’ll discuss: The 10 Attributes of Sales Winners What is Insight Selling? The 3 Levels of Insight Selling


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Sales Winners Sell radically differently Go beyond solution selling Look like each other across industries


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So what are these sales winners doing differently?


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Top 10 Attributes Separating Winners from Second-Place Finishers 1


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7 #InsightSelling


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Sales winners harness the power of ideas


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What is Insight Selling? 2


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Insight selling is the process of creating and winning sales opportunities – and driving change – with ideas that matter.


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Opportunity Insight Interaction Insight Inspires buyer, fills pipeline Strengthens buyer decision making Educate Collaborate Focus on Value Becomes a change agent Persuade…results Sales Winners Insight Principle Seller Strategies of Sales Winners


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The 3 Levels of Insight Selling 3


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Connect the dots and connect with people


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Maximum Return “Resonate” Best Option “Differentiate” Acceptable Risk “Substantiate” Premium Fees Sales Wins Loyalty + Convince people that you can provide the ... + Creates Foundation For…


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Collaborate to educate the buyer and influence agendas. “Does this sound like the right solution for you?” “Are you willing to change?” “Have you ever bought anything like this in the past?”


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Level 1 Level 2 Level 3


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Now Available: Insight Selling: Surprising Research on What Sales Winners Do Differently


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Get the email insights you need with Signals.


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Thank You.


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Q&A @Mike_Schultz @MichaelPici @AmandaSibley


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