Aug 25, 2017 By Michael Harris

From Sewer-line to Pipeline with Insight Selling

Here’s a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight, not eyesight. As they achieve true sales wisdom, it’s like they’re using GPS while the competition is selling blind. Instead of asking WHEN or HOW, Sarah intuitively... Read More

Sales

Mar 23, 2017 By Michael Harris

Boost Sales by Using the Best to Train the Rest

The goal of every sales training program is to improve the bottom 80% of salespeople, but that’s not what happens. What happens is that the top 20% get better, and the rest stay the same. Why? The top 20% can apply it in the field, and the rest can’t. So if you want to improve the bottom 80%, then... Read More

Sales

Jul 08, 2016 By Michael Harris

Challenge the Status Quo & Create Value With Insight-Based Directed Questions

When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of insight on visible problems. A salesperson can simply confirm the value of their product by asking generic questions. So these customers... Read More

Sales

Mar 09, 2016 By Michael Harris

How to Ensure Marketing Content is Used by Sales To Increase Sales

By delivering content through a video role play platform, marketing content will no longer sit idle in a file never to be used by sales. Instead, the content will be used, because after receiving the message, salespeople will now be required to video record themselves delivering this message.... Read More

Content Marketing, Sales, Sales Strategies

How To Automate Insight Storytelling So That Your Sales Team Articulates Value Like The Top 10%

Feb 15, 2016 By Michael Harris

One Tip to Make Your Sales Team Articulate Value Like the Top Ten 10%%

Imagine if each member of your sales team was equally as effective at sharing the stories told by the top 10% of your salespeople to help customers get past the five most common value gaps. You would achieve higher win rates, shorter sales cycles, and higher margins. But if you don’t teach your... Read More

Sales, Sales Strategies

Oct 12, 2015 By Michael Harris

The Status Quo Bias: Why Customers Deviate From Rational Economic Behavior

The value to buy your product is overwhelming, and yet the customer decides not to buy. Why? The optimism and status quo bias block customers from making the rational choice to buy your product. To help customers see the value of change, sellers can counteract these negative biases by performing a... Read More

Leadership, Sales

Oct 02, 2015 By Michael Harris

Can Your Salespeople Articulate Value Or Does it Sound Like Magic?

After nine years of working with companies on sales messaging, I have found the number one inhibitor to salespeople articulating value is they don’t create enough contrast between the ‘before’ and ‘after’ pictures of owning their product. And when salespeople fail to make the contrast feel... Read More

Sales

Apr 03, 2015 By Michael Harris

Geoffrey Moore on How to Cross the Chasm with Narrative-Based Selling

If you work in technology, you will know of Geoffrey Moore as the famous author of “Crossing the Chasm.” His book has sold over 1 million copies, and crossing the chasm has become a metaphor used by companies with complex products to explain why they struggle to transition from the early adopters... Read More

Sales, Leadership

Mar 31, 2015 By Michael Harris

The Godfather of Insight Selling – An Interview with Geoffrey Moore

Everyone in technology knows of Geoffrey Moore as the author of “Crossing the Chasm.” His book has sold over 1 million copies, and crossing the chasm has become a metaphor that is universally used by companies with complex products to explain why they struggle to sell to the mainstream market. But... Read More

Leadership, Sales

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Michael Harris

From Sewer-line to Pipeline with Insight Selling

Boost Sales by Using the Best to Train the Rest

Challenge the Status Quo & Create Value With Insight-Based Directed Questions

How to Ensure Marketing Content is Used by Sales To Increase Sales

One Tip to Make Your Sales Team Articulate Value Like the Top Ten 10%%

The Status Quo Bias: Why Customers Deviate From Rational Economic Behavior

Can Your Salespeople Articulate Value Or Does it Sound Like Magic?

Geoffrey Moore on How to Cross the Chasm with Narrative-Based Selling

The Godfather of Insight Selling – An Interview with Geoffrey Moore

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Americas

Europe, Middle East, and Africa

Asia Pacific

Salesforce.com

Reopen Safely

A Step-by-Step Guide for Returning To the Office

Related Blog Posts

Research

Digital Transformation in Times of Change

Most Popular Stories

Ethical AI Can't Wait: 4 Ways To Drive Greater Equality in Your AI

Send Your Emails at the Right Time: 3 Ways Data Can Increase Your Marketing ROI

Do You Know Your Customer? 5 Questions for Communications Service Providers

Learn With Trailhead

Get Started With Sourcing PPE

Americas

Europe, Middle East, and Africa

Asia Pacific