Michael Harris
Michael Harris, CEO Insight Demand, author Insight Selling, & published HBR
As I’d just completed my pilot license the week before, I figured after dinner was a good time to ask if my two good friends...
When the world’s largest business software company hires a Chief Storyteller, its news, because it’s a first for the industry. And when the decision was...
How can you persuade someone to buy your complex product when 90% of your presentation is forgotten within 72-hours? The short answer is you can’t....
With the rise of the empowered buyer, it is no wonder that the Microsoft, and SAP have embraced insight selling. But these companies have...
In business, time is money, so the last thing you want is to waste time sitting through a dull detail laden presentation. And as...
If I told you that a fact, wrapped in an emotional story, is 20-times more memorable, would you believe it? I didn't at first. So...
After working on Wall Street for 14 years, I've always presented facts and figures to B2B buyers, because that's how I felt serious business...
Everyone is talking about how salespeople must now learn how to deliver insights to their customers, because the internet has changed how people buy....
How do you deliver insight to your customers so that it challenges the status quo without challenging the customer? Well, when you get sick, do...
If I told you that a fact, wrapped in an emotional story, is 20-times more memorable, would you believe it? I didn't at first. Even...
When the world's largest business software company hires a Chief Storyteller, its news, because it's a first for the industry. And when the decision was...
Joel needed new customers. But he found that he wasn't 100% committed when he picked-up the phone, because his fear of rejection made him...
Joel needed new customers. But he found that he wasn't 100% committed when he picked-up the phone, because his fear of rejection made him...
When I asked for more details on how a customer could use our product, Tim, our Managing Director, joked: "Michael, you're in sales, you're...
Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can't link their capabilities to...
Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can't link their capabilities to...
Double the quality After watching this video, you will be able to create stories that are far better at engaging customer than a product presentation.…
By recognizing the difference between a customer story that DOES sell vs. a story that DOESN'T sell, you can see for yourself how your...
The results are in, and it's time to fire 15% of your sales team. But do the numbers tell the whole story?You know, for...
32% of salespeople won't achieve quota in 2012, according to a survey of 197-B2B technology companies in 2012 (source: The Bridge Group). But will another...