MARC details
| 000 -LEADER |
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| fixed length control field |
04235cam a2200361 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
18111317 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20250217132807.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
140410s2014 njua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2014010380 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781118875353 (hardback) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781118875018 (ebk) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Description conventions |
rda |
| Modifying agency |
DLC |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Schultz, Mike, |
| Dates associated with a name |
1974- |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Insight selling |
| Medium |
[electronic resource] : |
| Remainder of title |
surprising research on what sales winners do differently / |
| Statement of responsibility, etc |
Mike Schultz, John E. Doerr. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Hoboken, New Jersey : |
| Name of publisher, distributor, etc |
Wiley, |
| Date of publication, distribution, etc |
c2014. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
299 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
24 cm |
| 336 ## - CONTENT TYPE |
|---|
| Content Type Term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media Type Term |
computer |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier Type Term |
online resource |
| Source |
rdacarrier |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index. |
| 505 8# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Machine generated contents note: Foreword Preface Chapter 1 Sales Winners Sell Differently Chapter 2 What Is Insight Selling Chapter 3 Insight Selling and Value Chapter 4 Insight and Level 1: Connect Chapter 5 Insight and Level 2: Convince Chapter 6 Insight and Level 3: Collaborate Chapter 7 On Trust Chapter 8 Profile of the Insight Seller Chapter 9 Insight Selling Mistakes Chapter 10 Buyers Who Buy Insights Chapter 11 Getting the Most from Sales Training Epilogue Endnotes Appendix About RAIN Group About the Authors Index . |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
"What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller--the insight seller--is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read"-- |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
"Text is based on a study of winners of 700 noteworthy. B-to-B sales Shows how to win the sale and what to do differently than the sellers who come in second place. Outlines a comprehensive, three-level strategy called 'Rain Selling' to help turn every sales professional into a sales winner"-- |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Strategic planning. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
BUSINESS & ECONOMICS / Sales & Selling. |
| Source of heading or term |
bisacsh |
| 655 ## - INDEX TERM--GENRE/FORM |
|---|
| Genre/form data or focus term |
Electronic books |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Doerr, John E. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Display text |
Online version: |
| Main entry heading |
Schultz, Mike, 1974- |
| Title |
Insight selling |
| Place, publisher, and date of publication |
Hoboken : Wiley, 2014 |
| International Standard Book Number |
9781118875018 |
| Record control number |
(DLC) 2014014613 |
| 856 ## - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
<a href="https://drive.google.com/file/d/1P2ulcnszjXY5FuystUiU64lG0glLDNiF/view?usp=drive_link">https://drive.google.com/file/d/1P2ulcnszjXY5FuystUiU64lG0glLDNiF/view?usp=drive_link</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Item type |
eBooks |
