Insight Selling: Surprising Research on What Sales Winners Do Differently

Index

Note: Page references in italics refer to figures.

A

• Aberdeen Group
• Academy of Marketing Science
• adversaries, naming
• affinity
• afflictions and aspirations, focus on
• “Analytical Al” (analytical buyer persona)
• arrogance, avoiding
• aspirations, focus on
• assertiveness
• assessment
• Assumptions (PATHS to Action)
• attributes
  • assessing
  • defined
  • qualities
  • summarized
  • tendencies

B

• Bain & Company
• Benchmark Report on High Performance in Strategic Account Management (RAIN Group)
• Beneficial Bank
• best-in-class companies. See sales training
• Bloomberg BusinessWeek
• Boston Children’s Hospital
• breakthrough, introducing hope with
• Bright Horizons Family Solutions
• business acumen
• business-to-business (B2B) industries
• buyers
  • “Analytical Al” (analytical buyer persona)
  • analyzing sales success from buyer’s perspective
  • buyer persona concept
  • buyer personas and buying modes
  • comfort zone of (See also Connect (RAIN Selling level 1))
  • “Consensus Claire” (consensus buyer persona)
  • decision making by
  • “Decisive Danielle” (driver buyer persona)
  • desire to talk to sellers
  • expectations of
  • future-solving buying mode
  • identifying
  • importance of involvement of
  • “Innovator Irene” (innovator buyer persona)
  • interacting with (See Collaborate (RAIN Selling level 3))
  • new world of selling and
  • perception of risk by
  • problem-solving buying mode
  • questions buyers ask of themselves (See also Convince (RAIN Selling level 2))
  • recognizing value of seller by
  • “Relationship Renee” (relationship buyer persona)
  • “Skeptical Steve” (skeptical ...