Insight Selling: Surprising Research on What Sales Winners Do Differently-洞察式销售

作者: John E. Doerr,Mike Schultz

书名：Insight Selling: Surprising Research on What Sales Winners Do Differently《洞察式销售：关于销售赢家的不同做法的惊人研究》

英文简介：What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?

Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.