Dr. Stephen Timme is the President and Founder of FinListics Solutions. Previously, Stephen was a professor of finance, adjunct professor, and consultant for numerous Fortune 500 companies. Melody Astley is FinListics’ Chief Revenue Officer and is responsible for strategic business growth, sales, and marketing. Stephen and Melody are also co-authors of the book, Insight-Led Selling.
In this episode, Stephen and Melody talk about the key concepts of insight-led selling that field salespeople can use to skyrocket their numbers.
Here are some of the topics covered in this episode:
The origin of Insight-Led Selling and how it relates to the buyer’s journey
What are “executive insights” and how can we use them to improve our pitch
What does it mean to “communicate with impact” and how can salespeople approach this as a team
What can sales reps do to discover how their buyers think