Viewing Posts for: Andrea R. Grodnitzky

May 17th, 2016

A New Insight Selling Approach? Just Don’t Forget What has Worked in that Past


Part 1 of my series on insight selling reviewed the importance of maintaining a focus on the rest of the pursuit, while part 2 took a quick look at the traps of insight selling. Today, I close out my 3 part series on the risks of insight selling with a post that discusses the value of not only focusing on the dynamics of the new selling environment, but also making sure that you focus on what has worked in that past.

What hasn’t changed in the buying and selling landscape is just as important as what has changed. While buyers are savvy, busy, pressured, risk-averse, and more demanding, they still need guidance to make the best business and personal decisions. Even though customers have unprecedented access to knowledge, they face the difficulty of sorting through what matters most and finding the value among all of the options. More information doesn’t always translate into accurate, clearer understanding; they still need sellers to accurately diagnose their unique situation and identify the best solution to make an informed buying decision that drives the results that they need.

While sellers also have access to more information on the Internet, they still need the information gained through dialogue with the buyer to tailor their solution to differentiate themselves and win business on something other than price. Trust is still the number-one factor in making a buying decision. Sales Professionals must still connect with the customer on » Continue Reading.

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May 12th, 2016

A Quick Look at the Traps of Insight Selling


Our first post on the risks of insight selling focused on the importance of not ignoring your traditional sales pursuit process and only focusing on insight development and delivery. In our second post, we review the potential traps you may fall into when you do have the opportunity to provide insights.

Action based on assumptions

Any time you prepare an idea or insight to bring to a customer, you are making assumptions. It doesn’t matter whether your insight is thoroughly researched and its validity fully tested — you are still preparing for the interaction with your customer by making assumptions about how relevant that insight might be to that customer at that time, whether they already thought of the issue themselves, whether that particular business issue is of greater importance than something else going on in their business and, ultimately, how they might react to what you share. Does that mean you shouldn’t do it?  Of course not!  Rather, you need to be highly skilled in when and how you position an insight, including validating your assumptions first to ensure relevance and engaging the customer in a collaborative discussion that fosters openness to new thinking.

Inability to maintain objectivity to deeply understand needs

Leveraging an insight to generate a need certainly doesn’t replace the critical steps of deeply understanding the customer’s unique situation and current perception of their needs and testing your own assumptions before jumping to pitch your » Continue Reading.

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May 10th, 2016

When Selling with Insights, Don’t Ignore the Rest of the Pursuit


An insight-based selling approached can help a seller differentiate themselves, drive business outcome-based discussions, create a sense of urgency in the buyer, and provide value to a customer or potential customer. But providing insights for the sake of insights can create risks that can have an adverse effect on the potential deal. Today we start a series of blog posts that will review three potential risks of adopting an insight selling approach. In my first post I will look at the importance of staying focused on the pursuit.

There is no doubt that leveraging insights in the sale is important today. You have been living under a rock if you are in sales and haven’t read about or experienced the changes in buyer behavior — they are more informed, have increasing demands, have set higher expectations, etc. The use of insights at the right time and in the right way can truly help a seller. Sellers can encourage customers to think about their business issues and needs in a new way. This includes helping the customer to get past their own misunderstandings and misperceptions in order to make the best decisions for the business. Sellers must bring relevant insights and ideas to create value in the buying experience itself rather than just in the solution that the seller delivers. If sellers themselves do not become a point of differentiation, they will find themselves responding to a set of requirements defined » Continue Reading.

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February 28th, 2014

Sales Dialogues – Provoking Needs, Can you do this?


Sales Dialogues – Provoking Needs, Can you do this?

When engaging in a sales dialogue with a prospect or client, it is important to acknowledge their current needs before approaching them with new needs. To provoke a need, sales reps can establish credibility by sharing insights and asking questions to better understand the client.

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February 21st, 2014

The Six Critical Skills of Selling: Are They Relevant Today?


Richardson’s Six Critical Skills are invaluable at all levels of the sales organization, as they provide a consistent methodology for sales reps. The Six Critical Skills represent the heart of the Richardson sales framework and are the foundation of a client-focused sales process. They allow users to create the building blocks for engaging dialogue, understanding client needs, closing business, and building long-term relationships. The Six Critical Skills are:

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December 16th, 2013

Video Blog – Sales Coaching: Why do Companies Continue to “Not Coach”?

In today’s video blog, Richardson’s Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses what is preventing organizations from fully adopting coaching as a universal skill.

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November 15th, 2013

What Makes a Good Sales Training Reinforcement Strategy?


What Makes a Good Sales Training Reinforcement Strategy?

A good sales training reinforcement strategy requires early planning. One of the biggest mistakes I see our clients sometimes make is waiting until after the training is over to think about the actual reinforcement plan. You need to be thinking about your plan well in advance. And ideally, you should split it up into three phases.

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November 11th, 2013

Sales Training: The Importance of a Great Classroom Experience

Sales Training: The Importance of a Great Classroom Experience

In sales training, the classroom experience is a big differentiator. It’s simple, adults learn best by doing. If you are pulling sales people out of the field it is critical to make sure the classroom experience is customized and interactive through activities such as role playing for practice. Please join Richardson’s Andrea Grodnitzky, SVP Global Performance Solutions, for this video blog where she discusses the importance of the classroom experience in training the sales team. If you are having trouble viewing this video, please click the following – Sales Training, the classroom experience is a big differentiator

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