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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.)

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