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INSIGHT SELLING MONITOR

CONSULTATIVE INSIGHT SELLING | The core principle

Today’s buyers value sellers who bring them new ideas and insights.

To drive sales results, your sellers need advanced consultative selling skills. Yet most sellers don’t have them.

Top Performers—those with the highest win rates, revenue growth, and sales goal attainment rates—have advanced consultative selling skills.

CONSULTATIVE INSIGHT SELLING has been shown to have a significant effect on both the perceived expertise of the sales rep, as well as relationship loyalty.
The core principle is:
Providing insightful analysis and providing supporting materials that aid in defining and clarifying the buying situation that will help make the client job / life easier.
  • PROVIDING NEW IDEAS AND AWARENESS THAT EDUCATES AND INSPIRES THEM.

  • BRINGING NEW INFORMATION, FACTS AND DATA TO THE TABLE.

What today’s buyers are looking for?

Today’s sales winners go beyond uncovering buyer needs and matching their products and services as solutions to buyer problems.

  • They provide valuable ideas and insights during the sales process.

  • They redefine buyer needs.

Sales & Marketing Competencies Resource Center

A database providing insights into best practices across a broad range of industries, to support the career development needs of sales and marketing professionals.
Topics include brand management, sales techniques and customer relationship management.

  • Match insights to sales and marketing competencies

  • Get your sales, marketing and business support on the same page.

  • Transform your salespeople into trusted advisors who support existing clients and uncover new prospects.

  • Use the information to develop training guides for staff at all levels

  • Boost account growth with fact-driven client engagement programmes and customer service models. to keep your sales and marketing team at peak performance.

Type ISSN / ISBN Publication Name Publisher Country
Trade Publication 1539-7890 ABA Bank Marketing American Bankers Association United States of America
Trade Publication 2333-0295 ABA Bank Marketing & Sales American Bankers Association United States of America
Trade Publication   Ad Age Global Crain Communications United States of America
Trade Publication 0112-6997 AdMedia Mediaweb Ltd New Zealand
Academic Journal 0098-9258 Advances in Consumer Research Association for Consumer Research United States of America
Academic Journal 1854-6250 Advances in Production Engineering & Management Production Engineering Institute (PEI), University of Maribor Slovenia
Academic Journal 1044-7385 Advancing the Consumer Interest American Council on Consumer Interests United States of America
Trade Publication 0001-8899 Advertising Age Crain Communications United States of America
Trade Publication 1524-8984 Advertising Age International Crain Communications United States of America
Trade Publication 1087-948X Advertising Age's Business Marketing Crain Communications United States of America
Trade Publication 1072-9119 Advertising Age's Creativity Crain Communications United States of America
Trade Publication 0952-3820 Advertising Age's Euromarketing Crain Communications United States of America
Trade Publication 0892-1121 Aftermarket Business Advanstar Communications Inc. United States of America
Magazine 0163-4089 American Demographics Crain Communications United States of America
Trade Publication 0003-0902 American Salesman National Research Bureau United States of America
Trade Publication 0193-3264 Automotive Marketing Advanstar Communications Inc. United States of America
Magazine 1530-2369 B to B Crain Communications United States of America
Trade Publication 0888-3149 Bank Marketing American Bankers Association United States of America
Trade Publication 1558-3570 Brand Packaging BNP Media United States of America
Trade Publication 0965-9390 Brand Strategy Centaur Communications United Kingdom
Academic Journal 1679-8171 Brazilian Journal of Operations & Production Management Associacao Brasileira de Engenharia de Producao Brazil
Academic Journal 0955-6419 Business Strategy Review Wiley-Blackwell United Kingdom
Trade Publication 0008-2309 Campaign Haymarket Media Group Ltd United Kingdom
Trade Publication 0740-3119 Catalog Age Penton Media, Inc. United States of America
Report 9781558270633 Community Bank Marketing Manual Reed Elsevier Properties SA United States of America
Academic Journal 1024-5294 Competition & Change Sage Publications United Kingdom
Magazine 0740-4964 Consumer Comments Consumer Alert United States of America
Trade Publication 1816-7209 Consumer Confidence International Centre for Policy Studies Ukraine
Magazine 0010-7174 Consumer Reports Consumer Reports, Inc. United States of America
Academic Journal 1088-498X Contemporary Argumentation & Debate Cross Examination Debate Association United States of America
Academic Journal 0274-9696 Cost Engineering AACE International United States of America
Magazine 0262-1037 Creative Review Centaur Communications United Kingdom
Trade Publication 1541-3403 CREATIVITY Crain Communications United States of America
Academic Journal 0779-7389 Decisions Marketing AFM c/o ESCP-EAP France
Trade Publication 0950-3676 Design Week Centaur Communications United Kingdom
Trade Publication 0950-3676 Design Week (Online Edition) Centaur Communications United Kingdom
Encyclopedia 9780792386308 Encyclopedia of Production & Manufacturing Management Springer Nature / Books Germany
Trade Publication 1352-9633 European Retail Digest Oxford Institute of Retail Management United Kingdom
Magazine 1477-738X Event Haymarket Media Group Ltd United Kingdom
Academic Journal 1936-6582 Flexible Services & Manufacturing Journal Springer Nature Germany
Academic Journal 1865-5866 GfK-Marketing Intelligence Review Sciendo Germany
Trade Publication 0193-2551 Giftware News Von Rabenau Media Corporation United States of America
Magazine   HCM Sales, Marketing & Alliance Excellence Essentials HR.com, Inc. Canada
Academic Journal 0735-9683 Health Marketing Quarterly Taylor & Francis Ltd United Kingdom
Academic Journal   ICFAI Journal of Brand Management IUP Publications India
Academic Journal 0973-3760 ICFAI Journal of Consumer Behavior IUP Publications India
Academic Journal   ICFAI Journal of Marketing Management IUP Publications India
Academic Journal 0972-9224 ICFAI Journal of Services Marketing IUP Publications India
Magazine 1746-8825 In-Store Centaur Communications United Kingdom
Trade Publication 1366-5448 In-Store Marketing Centaur Communications United Kingdom
Academic Journal 0219-1989 International Game Theory Review World Scientific Publishing Company Singapore
Academic Journal 0268-3768 International Journal of Advanced Manufacturing Technology Springer Nature Germany
Academic Journal 0951-192X International Journal of Computer Integrated Manufacturing Taylor & Francis Ltd United Kingdom
Academic Journal 1363-9196 International Journal of Innovation Management World Scientific Publishing Company Singapore
Academic Journal 1939-1161 International Journal of Mobile Marketing Mobile Marketing Association United States of America
Academic Journal 0020-7543 International Journal of Production Research Taylor & Francis Ltd United Kingdom
Academic Journal 0790-7362 Irish Marketing Review Mercury Publications Ireland
Academic Journal 0972-9097 IUP Journal of Brand Management IUP Publications India
Academic Journal 0972-6845 IUP Journal of Marketing Management IUP Publications India
Academic Journal 0219-6867 Journal of Advanced Manufacturing Systems World Scientific Publishing Company Singapore
Academic Journal 0091-3367 Journal of Advertising Taylor & Francis Ltd United Kingdom
Academic Journal 2045-855X Journal of Brand Strategy Henry Stewart Publications LLP United Kingdom
Academic Journal 0278-6087 Journal of Business Forecasting Methods & Systems Graceway Publishing Company United States of America
Academic Journal 1051-712X Journal of Business-to-Business Marketing Taylor & Francis Ltd United Kingdom
Academic Journal 1057-7408 Journal of Consumer Psychology (Taylor & Francis Ltd) Taylor & Francis Ltd United Kingdom
Academic Journal 0093-5301 Journal of Consumer Research Oxford University Press United Kingdom
Academic Journal 0309-3891 Journal of Consumer Studies & Home Economics Wiley-Blackwell United Kingdom
Academic Journal 1064-1734 Journal of Current Issues & Research in Advertising (CTC Press) CTC Press United States of America
Academic Journal 1475-3928 Journal of Customer Behaviour Westburn Publishers Ltd United Kingdom
Academic Journal 0954-4828 Journal of Engineering Design Taylor & Francis Ltd United Kingdom
Academic Journal 0891-1762 Journal of Global Marketing Taylor & Francis Ltd United Kingdom
Academic Journal 0737-3252 Journal of Health Care Marketing American Marketing Association United States of America
Academic Journal 0956-5515 Journal of Intelligent Manufacturing Springer Nature Germany
Academic Journal 1525-2019 Journal of Interactive Advertising Routledge United Kingdom
Academic Journal 0896-1530 Journal of International Consumer Marketing Taylor & Francis Ltd United Kingdom
Academic Journal 1069-031X Journal of International Marketing American Marketing Association United States of America
Academic Journal 0022-2429 Journal of Marketing American Marketing Association United States of America
Academic Journal 0973-2330 Journal of Marketing & Communication Journal of Marketing & Communication India
Academic Journal 1046-669X Journal of Marketing Channels Taylor & Francis Ltd United Kingdom
Academic Journal 1352-7266 Journal of Marketing Communications Routledge United Kingdom
Academic Journal 0267-257X Journal of Marketing Management Routledge United Kingdom
Academic Journal 1071-1988 Journal of Marketing Management (10711988) Marketing Management Journal United States of America
Academic Journal 0022-2437 Journal of Marketing Research (JMR) American Marketing Association United States of America
Academic Journal 1069-6679 Journal of Marketing Theory & Practice Taylor & Francis Ltd United Kingdom
Academic Journal 1057-1523 Journal of Ministry Marketing & Management Taylor & Francis Ltd United Kingdom
Academic Journal 0885-3134 Journal of Personal Selling & Sales Management Taylor & Francis Ltd United Kingdom
Academic Journal 0737-6782 Journal of Product Innovation Management Wiley-Blackwell United Kingdom
Academic Journal 0895-562X Journal of Productivity Analysis Springer Nature Germany
Academic Journal 0748-4623 Journal of Professional Services Marketing Taylor & Francis Ltd United Kingdom
Academic Journal 0743-9156 Journal of Public Policy & Marketing American Marketing Association United States of America
Academic Journal 1062-726X Journal of Public Relations Research Taylor & Francis Ltd United Kingdom
Academic Journal 1533-2667 Journal of Relationship Marketing Taylor & Francis Ltd United Kingdom
Academic Journal 1444-6359 Journal of Research for Consumers Journal of Research for Consumers Australia
Academic Journal 0022-4359 Journal of Retailing Elsevier B.V. United Kingdom
Academic Journal 1754-1360 Journal of Sponsorship Henry Stewart Publications LLP United Kingdom
Academic Journal 0965-254X Journal of Strategic Marketing Routledge United Kingdom
Magazine 1478-6249 License! Europe Advanstar Communications Inc. United States of America
Trade Publication 1936-4989 License! Global Advanstar Communications Inc. United States of America
Academic Journal 2057-1607 London Business School Review Wiley-Blackwell United Kingdom
Academic Journal 1754-1794 Manufacturing Institution of Engineering & Technology United Kingdom
Academic Journal 1523-4614 Manufacturing & Service Operations Management INFORMS: Institute for Operations Research United States of America
Academic Journal 0956-9944 Manufacturing Engineer Institution of Engineering & Technology United Kingdom
Trade Publication 1930-1359 Manufacturing Today Knighthouse Media Inc United States of America
Magazine 1083-5512 Market: Africa/Mid-East Media Contact Resources United States of America
Magazine 1059-275X Market: Asia Pacific Media Contact Resources United States of America
Magazine 1050-9410 Market: Europe Media Contact Resources United States of America
Magazine 1066-7024 Market: Latin America Media Contact Resources United States of America
Trade Publication 0025-3650 Marketing (00253650) Haymarket Media Group Ltd United Kingdom
Academic Journal 0113-6895 Marketing Bulletin Massey University New Zealand
Magazine 1366-896X Marketing Direct (1366896X) Haymarket Media Group Ltd United Kingdom
Academic Journal 1052-8008 Marketing Education Review Taylor & Francis Ltd United Kingdom
Magazine 1368-2407 Marketing Event Haymarket Media Group Ltd United Kingdom
Academic Journal 1094-1304 Marketing Health Services American Marketing Association United States of America
Academic Journal 1040-8460 Marketing Insights American Marketing Association United States of America
Academic Journal 0923-0645 Marketing Letters Springer Nature Germany
Trade Publication 1196-4650 Marketing Magazine Brunico Communications Inc. Canada
Magazine 1061-3846 Marketing Management American Marketing Association United States of America
Magazine 2325-3568 Marketing Management Association Annual Conference Proceedings Marketing Management Journal United States of America
Academic Journal 1534-973X Marketing Management Journal Marketing Management Journal United States of America
Trade Publication 0025-3790 Marketing News American Marketing Association United States of America
Academic Journal 1040-8460 Marketing Research American Marketing Association United States of America
Academic Journal 1469-347X Marketing Review Westburn Publishers Ltd United Kingdom
Academic Journal 0732-2399 Marketing Science INFORMS: Institute for Operations Research United States of America
Trade Publication 1076-4879 Marketing Tools Crain Communications United States of America
Trade Publication 0141-9285 Marketing Week Centaur Communications United Kingdom
Academic Journal 1042-6914 Materials & Manufacturing Processes Taylor & Francis Ltd United Kingdom
Trade Publication 0963-0023 Media Week Haymarket Media Group Ltd United Kingdom
Trade Publication 0025-7354 Medical Marketing & Media Haymarket Media, Inc. United States of America
Magazine   MMA Messenger Academic Review Mobile Marketing Association United States of America
Magazine 0958-3769 Money Marketing Centaur Communications United Kingdom
Trade Publication   New Media Age Centaur Communications United Kingdom
Magazine 0111-9044 NZ Marketing Magazine Tangible Media Ltd New Zealand
Magazine 0894-3214 Packaging Technology & Science John Wiley & Sons, Inc. United States of America
Trade Publication 1610-0441 PR Report Johann Oberauer GmbH Austria
Magazine 0955-0836 Precision Marketing Centaur Communications United Kingdom
Trade Publication 0032-9762 Product Finishing Media Scores Ltd. United Kingdom
Magazine 1548-4378 Production Machining Gardner Publications, Inc. United States of America
Trade Publication 1047-1707 Promo Penton Media, Inc. United States of America
Trade Publication 0266-7991 Promotions & Incentives Haymarket Media Group Ltd United Kingdom
Trade Publication 1524-1696 PRWeek (U.S. Edition) Haymarket Media Group Ltd United Kingdom
Academic Journal 0033-3700 Public Relations Quarterly Public Relations Quarterly United States of America
Trade Publication 1080-6792 Public Relations Tactics Public Relations Society of America United States of America
Trade Publication 0360-9936 Quality BNP Media United States of America
Academic Journal 1570-7156 Quantitative Marketing & Economics Springer Nature Germany
Academic Journal 0033-6807 R&D Management Wiley-Blackwell United Kingdom
Academic Journal 0767-3701 Recherche et Applications en Marketing (AFM c/o ESCP-EAP) AFM c/o ESCP-EAP France
Academic Journal 2194-5985 Review of Marketing Science De Gruyter Germany
Trade Publication 1460-5953 Revolution (14605953) Haymarket Media Group Ltd United Kingdom
Academic Journal 0035-3051 Revue Française du Marketing Adetem France
Magazine   Sales & Service Excellence Essentials HR.com, Inc. Canada
Magazine 1935-147X Sales Insider Institute of Business Publications United States of America
Trade Publication 1529-7594 Sales Leader Coding Institute United States of America
Trade Publication 1069-1952 Sell!ng Coding Institute United States of America
Academic Journal 1533-2969 Services Marketing Quarterly Taylor & Francis Ltd United Kingdom
Trade Publication   SignGraphic: Outdoor Advertising Magazine Medyatek Reklam Ve Yayincilik Ltd. Turkey
Trade Publication 0038-111X Solid State Technology Extension Media United States of America
Academic Journal 1061-6934 Sport Marketing Quarterly Fitness Information Technology United States of America
Trade Publication 1460-8359 Sports Marketing (14608359) Centaur Communications United Kingdom
Trade Publication 1941-7098 Successful Promotions Advertising Specialty Institute, Inc. United States of America
Academic Journal 0954-4127 Total Quality Management Taylor & Francis Ltd United Kingdom

Today’s sales winners don’t just sell the value of their products and services, they become the value by offering new ideas and insights during the sales process.

  • They convince buyers they can achieve maximum return, the risks are acceptable, and the seller is the best choice among all options.

  • They collaborate with buyers by bringing new ideas to the table and working with buyers as a team.

And this is exactly what today’s buyers are looking for.

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Stronger Engagement

  • Identify and take advantage of industry growth trends

  • Enable your sales team to become a trusted adviser by accessing content streams on issues and trends impacting your clients’ industries

Develop Talking Points

  • Leverage information about your target market's challenges and opportunities

  • Engage key prospects and deepen customer relationships

  • Develop talking points and tailor conversations with key industry facts

Access News Daily

  • News and information affecting key customers and prospects

  • Identify selling opportunities and risk factors, to make critical business decisions, and enhance sales intelligence and drive revenue growth

SALES ORBIT CONSULTATIVE INSIGHT SELLING TRAINING PACK

Enable & Empower Sales Excellence

Accelerate sales cycles and revenue growth with workflow tools like the sales call preparation questions and the Sales Orbit methodology for Consultative Insights Selling.

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