SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Overcoming the New Realities in B2B Sales

    Tom Searcy Interview Splash

    Since the advent of the Internet, the B2B buying process has been changing dramatically. In this expert interview, Tom Searcy, the author of "Life After the Death of Sales," discusses how B2B sales leaders can deal with today's realities and prepare their organizations for tomorrow.

    View This Interview
  • Using Peer Pressure To Improve Your Margins

    tutorial_using peer pressure to improve your margins

    Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

    View This Tutorial
  • 17 Insights That Improve Close-Rates & Margins

    guide_17 insights that improve close rates and margins

    The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

    View This Guide
  • How to Optimize Your Sales Funnel in Five Steps

    tutorial_how-to-optimize-your-sales-funnel-in-five-steps

    When you’re trying to optimize your sales funnel, it can be a bit difficult to know where to focus and how to get started. In this step-by-step tutorial, you'll learn a straightforward process for improving sales results with relatively simple and easy-to-execute "tweaks".

    View This Tutorial