Category Archives: insight-led selling
Are Your Sales Reps Taking a “Show-up and Throw-up” Approach to Sharing Insights?
Leverage our Insight Blueprint to Engineer Your Path to Success
“The antithesis of selling with insight,” as one of my colleagues so colorfully describes it, “is to show up and throw up.” This negative metaphor illustrates the tendency to join a call or meeting with a prospect (or in trying to broaden an existing relationship) and overwhelm the listeners with information about your business and capabilities, which may or may not be of interest or even relevant to the purpose of the meeting.
Dario Priolo, Chief Strategy Officer for Richardson reviews the importance of not just “presenting” insights, but actually communicating insights during the sales conversation.