Forrester research well documents that buyers’ expectations have changed. They want their sales teams to bring thought leadership and reveal something unknown about their business, rather than simply promoting a solution’s features and functions.
The umbrella term “Value Selling” long defined the approaches that sales teams implement to challenge their customer while proving their worth. Due to customers’ hunger for a new way – a way to learn something new from their vendor partners – we should explore the evolution from value selling to insight-led selling.
One obstacle to consistently practicing insight-led selling is that insights are hard to find consistently! How can you tell a customer something they don’t know or have not thought about before? We have some ideas….
In our upcoming series, we go deeper into each of the three pillars of insight-led selling – financial insights, business insights, and industry insights – and show you how to find, and use, these insights in your client conversations.
