Making Insight-Based Selling Less Challenging
John Thackston of the SOAR Performance Group Discusses How to Make Selling with Insights an Operational Reality
Leveraging customer and industry insights in the selling process seems to be a hot topic these days. But how do you turn this great concept into an operational capability that's consistent, repeatable, and effective? In this recorded and transcribed interview with John Thackston of the SOAR Performance Group, you will learn:
- What really makes an effective "customer insight" these days? (The bar is much higher than many people think.)
- The three essential ingredients to make insight-based selling operational. (Talking about it at the kickoff is not enough.)
- How to get sales reps to recognize the core need and embrace the approach. (The proof is right under their noses.)
- Four common problems and how you can avoid making them. (Knowing what not to do is more than half the battle.)
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
How to Avoid Guesswork in Value-Based Selling
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
View This Tutorial -
The Top Lessons Learned by Sales Ops Leaders
How have Sales Ops leaders become leaders? What can their 20/20 hindsight teach us to streamline our own path? In this on-demand webinar, learn the top lessons gleaned through our research.
View This Webinar -
Taking Your Sales Operation to the Next Level
It's common for sales operations to get mired in tactical sales support and administrative activities. This four-part recorded training session reveals the steps leading sales operations teams are taking to transform themselves into a much more proactive and strategic business function.
View This Webinar -
How to Hire Great Sales Ops People
How do you identify Sales Ops candidates with the raw materials to be most successful? In this on-demand webinar, you'll learn the most important attributes you should look for when building your team.
View This Webinar

Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges