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Insight Selling: Surprising Research on What Sales Winners Do Differently

Insight Selling: Surprising Research on What Sales Winners Do Differently by Mike Schultz and John Doerr

What do winners of major sales do differently than the sellers who almost win, but who ultimately come 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 $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 second-place finishers.

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