What differentiates your company from its closest competitors? And why is that a difference that should make a difference to your clients or customers? Most people’s ready response to these questions is superficial and hard to quantify. “We’re more people-centric!” “We go the extra mile!” Effective insight sales begins with finding better, more specific answers.
(bright tones) … - The core of insight based selling is getting to a place … where we can create an opportunity or need … for the client, create a need that … they've overlooked and tie it to our solution. … Now, that naturally is going to lead to … a question of how is your solution unique? … What is it that makes it different from what I could get … from other competitors out there in the market? … And getting that right is actually the hardest part … of getting insight selling right, which is answering … the question what is it that makes our solution, … what is it that makes our product, what is it that makes … our service truly unique and differentiated in the market? … What I would tell you is that you've got … to answer the Deb Oler question. … Now Deb Oler is the head of Granger North America, … Granger, the provider of maintenance repair … kind of operations support to facilities … and companies around the world. … Deb has worked with her organization for many years … to try to isolate what is it that makes …
This course includes videos from:
A.G. Lafley, president and CEO of Procter & Gamble
Tim Brown, CEO of IDEO.org and a leading voice on the value of design thinking
Sara Blakely, founder and owner of Spanx
Todd Yellin, vice president of product innovation at Netflix
Matt Dixon, global head of salesforce effectiveness at Korn/Ferry International
Note: This course was produced by Big Think. We are pleased to host this content in our library.