Category Archives: Selling with Insights
Andrea Grodnitzky to Present on Selling with Insights at the 2015 ATD International Conference and Expo
Andrea Grodnitzky, Richardson’s Senior Vice President of Global Performance Solutions, will be speaking at the ATD 2015 International Conference & Exposition in Orlando, FL on May 20.
Grodnitzky’s session will cover how, globally, organizations are implementing a selling with insights sales approach. She will discuss how these organizations are using insights to guide their clients to make the best decisions for their businesses. Buyers today are equipped with unprecedented access to data and information, but Grodnitzky believes they need knowledge and context to help them sort through the noise. This session will discuss how now, more than ever, the sales dialogue is a critical part of achieving sales success with this type of selling approach and what it really means to deliver an insight that will add value to clients.
“We are all aware of just how dramatically the selling landscape and buyer behavior has changed in our information-rich, always-accessible, digital world,” says Grodnitzky. “In this session, I will discuss not only why a selling with insights sales approach is necessary in today’s selling landscape, but more on what this approach really entails and how to roll it out in your organization.”
She continues: “This type of selling approach creates value, value creation builds trust, and trusted advisors influence today’s ultra-informed buyer. I hope that attendees will gain an understanding of how » Continue Reading.
Challenger® Selling: “Courageous Questions” Differ from “Grenades”
Many sales leaders are urging their salespeople to adopt CEB’s Challenger Selling™ model to ask “challenging” questions to have effective sales meetings with prospects and clients. The intent is to be more provocative, create differentiation in a crowded market, provide insight, and hopefully add more value to the conversation. This post is designed to share some mistakes I have been seeing with this approach and to offer suggestions for properly asking “courageous questions” in an effective sales meeting.
Insight Selling: Essential Skills for Shaping and Creating Sales Opportunities
Opportunities to grow your business with a major account come in three different modes: Respond, Shape, and Create.
When you respond to an opportunity, the customer has already identified the issue, the solution, and the expected outcomes. Now, a provider is sought. This is the most reactive style of account development. The scope and budget are usually already set. Pressures on both price and competition are often high. By no means should you ignore such opportunities. Flexibility is a key element of business. You have to be able to respond as well as initiate. But, responding is not the best way to develop and grow a business relationship.
Insight Selling – How to Move Beyond an Inward Focus and a Product-based Message
The Problem – Ultra Informed Buyers
Today’s buyers are savvier than ever, which makes selling to them a greater challenge for sales reps and teams. Whether they’re interested in a one-off transaction for a particular product or service, or a long-term strategic partnership, customers from companies of any size and industry can research just about anything they desire online, which puts them in a position of strength over sellers.
If your salespeople are selling the same old products the same old way, then you could very well be deep in a rut. Have you backed yourself into a corner as a commoditized order fulfillment broker rather than someone who can truly add value?
Decision-making Needs Room for Big Data and Emotions
Few people need convincing that big data is not a phenomenon or fad. The ability to collect, track, measure, and analyze vast amounts of information to know more about your business, including sales, customer habits and trends, internal business processes, and supply chains, is too much to pass up. In fact, it’s often more than most businesses can handle. It’s not industry- or function-specific either — a quick scan of headlines across trade publications reveals that taking advantage of big data is on everyone’s mind.
Insight Selling: The Next Frontier of Sales and Marketing Alignment
If you think back five or ten years, the focus of sales and marketing alignment at that time was on the sales process. The emergence of usable CRM systems like Salesforce.com and marketing automation platforms like Eloqua and Marketo enabled tracking across the customer lifecycle from lead to close and beyond. As companies made investments in these sales and marketing platforms, it made sense to agree on a single integrated process enabled by the integrated systems and operationalized through concepts like the “lead waterfall,” marketing qualified leads, sales accepted leads, service level agreements, and the sales funnel. Many organizations are making great progress in this area, and others no doubt have a ways to go. However, from an operational standpoint, there’s been tremendous progress.
Abused Stats and Figures: Maintain a Healthy Degree of Skepticism 100% of the Time
Stats and figures help people make decisions or convince others to make a choice. Whether you’re a sales rep or a consumer, these numbers can be beneficial, but they are also easily misunderstood, misrepresented, or abused.
Uri Simonsohn, a research psychologist at the University of Pennsylvania’s Wharton School, sensed that something was amiss with several sets of research findings published in his field. Upon investigating, he discovered that the studies’ authors had taken liberties with the data and were forced to back away from their published articles. For his efforts, he was labeled a “data vigilante,” which paints a portrait (either white hat or black hat, depending on your views), but more importantly, presents us all with cautionary advice: be careful how you use and interpret data and statistics. (See the full article “The Data Vigilante” by Christopher Shea in The Atlantic from November 28, 2012.)
The article in The Atlantic offers a somber comparison between massaging data to suit your study’s needs and doping by professional athletes: “Outright fraud is probably rare. Data manipulation is undoubtedly more common—and surely extends to other subjects dependent on statistical study… Worse, sloppy statistics are ‘like steroids in baseball’: Throughout the affected fields, researchers who are too intellectually honest to use these tricks will publish less, and may perish. Meanwhile, the less fastidious flourish.” In essence, cheaters with » Continue Reading.
Avoid the Content Marketing Scrap Heap through Personalizing Insights for Prospects
The business world is being over-run by content marketing. Prospects are being overloaded with information, and e-mail response rates are in the tank. If you succeed in getting the attention of your prospect, your next challenge is to grab them with something that will keep them on the phone and engaged long enough to warrant a deeper conversation. Upon picking up the phone, inevitably, your contact’s guard is up while giving you only a portion of their attention as they wait for you to give them an opening to say, “No thanks, I’m not interested.”