Insight Selling- Challenge The Status Quo & Create Value

What we do

We show salespeople how to shine the light of insight on unrecognized value so that they are able to sell value & differentiate your product to today’s empowered buyers. The result is higher win rates, shorter sales cycles, and higher margins.

We believe you must deliver insight to sell value

With the proliferation of information and advice on the internet, buyers approach salespeople with an idea of what they think they need, and what they’re willing to pay. So unless you shine a light of insight on unrecognized value, you will be forced to follow the customer down the road of commoditization and discounting, because buyers lack the time and expertise to fully appreciate the value of your complex product.

Delivering Insight

With Customer Insight Scenarios (Stories), Provocative Questions, and Teaching with Research (click for examples), salespeople will learn how to best create and deliver insight (click Training).

Research Based

Our Insight Selling approach is backed by the latest decision making science on how to dislodge the status quo and differentiate your product. Studies from neuroscience, behavioral economics, and social psychology, for example, are found in

  1. Our book Insight Selling,  and
  2. Our HBR article When to Sell with Facts and Figures and When to Appeal to Emotions


Our Insight Selling clients include such companies as SAP, Hitachi, Epicor Software, Avaya, Eaton Corp, Jones Lang LaSalle and Transunion Corp (see testimonials video).

Next Steps

Call or email (contact) to book a 20-minute appointment to discuss how your salespeople can learn how to sell value & differentiate your product with insight selling.

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