Expand Your Solution and Value Selling through Insight Selling

There are so many different selling techniques. I’ve personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling but hate challenger selling. I’ve also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople.
But Solution Selling was introduced a long time ago. Some say in the 70s, but I don’t have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling.
My guest, Sherri Mazza, is writing a book on. Most books are geared towards Sales, but Sherri is focusing on Solutions Engineers. Will will dig into her history, and present and the book itself.
Show notes: wethesalesengi...

[@JonathanLeggs]

I know this may sound like a play on words but this was incredibly insightful. Through this conversation I could better understand why I’d been hitting so many roadblocks as of late or just spinning my wheels. Thank you!

[@WeTheSalesEngineers]

Glad you found it useful

[@alan78787]

We have a complete insight team other than the SE team and there are a lot of clashes between the two teams. the SE team engages in all opportunities where as the insight team comes in when the costumer don’t make a decision and the AE wants to give the opportunity one last push to convince the customer. This is what is supposed to happen but some AE’s engage both teams at the same time and that’s when it gets messy