Lou Schachter and Rick Cheatham of the BTS Sales Practice, co-authors of the recently published book Selling Vision: the X-XY-Y Formula for Driving Results by Selling Change, recently contributed this piece to popular sales blog Eyes on Sales.
While many organizations say they want to sell with insights, our research indicates doing so slows down deals and creates new organizational problems. And customers don’t like the most common approaches.
There is a role for insights in professional sales. Customers want salespeople to offer a compelling vision of the future and a point-of-view on how the customer’s company needs to prepare for that future. They want that vision anchored in a deep understanding of the trends that are shaping the market, the major industry challenges, the performance of the top competitors, how each player positions itself, and how new entrants are reshaping the competitive game. The salesperson must be able to explain how their offering best prepares the customer for that future.
Continue reading the full piece at Eyes on Sales.