6 steps to enable your sales team to sell with insights

© 2014 Richardson. All Rights Reserved.

6 steps to leverage “insight selling” to help your team engage buyers early in their process and shape

a solution that gives you the best odds of winning

© 2014 Richardson. All Rights Reserved.2

Sell With Insights


One.

Stay on top of the latest trends so that you can guide your clients to capitalize on those that are worthwhile and steer them clear of pitfalls they should avoid

Whether driven by external or internal factors, change creates opportunities for providers who can help companies navigate the change …


Two.

Reframe your value proposition to address the change your buyers face

Determine how you can help navigate:• The change process• The benefits they will realize • The investment (e.g., financial, emotional, or time) required on their

part for success


Three.

Be a source of knowledge and insight to raise awareness of the issues driving change and potential solutions to navigate the change:

• Micro Level− Help your sales reps identify prospects in flux and engage in an insightful

dialogue around the issue and potential solutions

• Macro Level− Marketing through research and thought leadership programs


Three.

Buyers are more educated and

better prepared than ever before

Opportunity to provide research, thought leadership, and practical case studies addressing common issues

Lead with Question or Insight???

Phrase your insight as a question or to state your insight, and follow up immediately with a question


Four.

The mutual sharing of information around the buying and selling process with prospects that you’ve motivated to change will help you avoid missing key influencers in the sale and help you refine your value proposition to address their unique concerns.


Five.

Product Team:

Creates the roadmap and pricing policies

Marketing Team:

Works on the front end by doing the research on the issue, market, competition, and thought leadership

You need to provide your sales reps with your company’s position on the issue, solution guidelines, and expected benefits.

This should be a collaborative activity …


Six.

In order for the behavior to stick, each level in the sales organization has a responsibility to “own” their part of the process:

• Sales leadership needs to make the investment in sales rep and management development and have the discipline to establish metrics and measure the progress and impact of the initiative

• Sales managers need to invest in their own continuous learning about the issues, build their ability to coach sales reps in this new selling paradigm, and hold their sales reps accountable for the right activity and effectiveness

• Sales reps need to embrace a new way of thinking, continuously build their ability to share insights, and engaging customers in business conversations


Connect With Us

Thank you for viewing this slide show

To download the full Selling With Insights Guide®, click here:http://bit.ly/1nZVEFL

If you have any feedback or comments, please e-mail me at:[email protected]

You can connect with Richardson at:LinkedIn: https://www.linkedin.com/company/richardson Twitter: @Richardsonsales Call us: 215-940-9255Join our blog: http://blogs.richardson.com/

http://bit.ly/1nZVEFL

http://bit.ly/1nZVEFL

mailto:[email protected]

https://www.linkedin.com/company/richardson

https://www.linkedin.com/company/richardson