Company: Insight Demand
— Bio —As CxO of Insight Demand, I enjoy showing Salespeople how to Ditch the Pitch and have Business Conversations so that they lose fewer deals to no decision. But for a long time, I was frustrated trying to establish value with Buyers because I had difficulty getting my message past their defensive wall. Instead of changing my approach, I felt that I needed to push the sale even harder to survive. Yet at the same time, I was putting on the brakes because I knew that I wouldn’t want to be treated this way. I can still remember Sunday nights psyching myself up so that I had enough energy to survive another week of conflict. I had to find a more positive way to establish value or I would burn out. I found the answer in StorySelling. Because stories present a scenario that allows my Customers to draw their own conclusions, they can now relax and listen because they no longer feel painted into a corner. I am also able to relax and listen to the Buyer, because I now trust that when they finish, I will know what to say, since stories are easy to remember. With a graduate degree in Finance and 12-years on Wall Street, I have learned how to build business value. I then ran a finance company that grew to 125 employees and 250MM sales and it was here I learned the power of loading the lips of your salespeople with the right messages. I then worked as a Business Partner at a Solution Selling Sales Training company and, after 5-years, I refined the totality of my many years of experience and formed Insight Demand. I have lived & worked in NYC, London and Buenos Aires. Today, I live on an Island with no cars that is only 10-minutes by ferry to my hometown, Toronto. I still travel to the big cities on business but I am also able to enjoy Kite Surfing, Kayaking and Hockey 20-meters from my home. I enjoy these simple pleasures with my wife and two children. Please call/email to discuss how I can help your Salespeople sell more.
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- Posted: The Challenger Sale: How to avoid upsetting the customer
Commented on: The Greatest Barrier to Successful Selling is the “Egocentric Predicament.”
Great post. Some excercises on doing this would help. In the book Go Givers Sell More they spoke about thinking of your ...
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